Negotiation Skills

Although people often think of boardrooms, suits, and million dollar deals when they hear the word “negotiation,” the truth is that we negotiate all the time.

For example, have you ever…
– Decided where to eat with a group of friends?
– Decided on chore assignments with your family?
– Asked your boss for a raise?

These are all situations that involve negotiating! This workshop will give participants an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved.

Call toll free 1 (877) 477-3250 to book this workshop.

Negotiation Skills :

Module One: Getting Started
Icebreaker
Ground rules
The parking lot
Workshop objectives
Action plans and evaluation forms
Module Two: Understanding Negotiation
Types of Negotiations
The Three Phases
Skills for Successful Negotiating
Module Three: Getting Prepared
Establishing your WATNA and BATNA
Identifying your WAP
Identifying the ZOPA
Personal Preparation
Module Four: Laying the Groundwork
Setting the Time and Place
Establishing Common Ground
Creating A Negotiation Framework
Module Five: Phase One – Exchanging Information
Getting off on the Right Foot
What to Share
What to Keep to Yourself
Module Six: Phase Two – Bargaining
What to Expect
Techniques to Try
How to Break an Impasse
Module Seven: About Mutual Gain
Three Ways to See Your Options
About Mutual Gain
Creating a Mutual Gain Solution
Module Eight: Phase Three – Closing
Reaching Consensus
Building an Agreement
Setting the Terms of the Agreement
Module Nine: Dealing with Difficult Issues
Being Prepared for Environmental Tactics
Dealing with Personal Attacks
Controlling Your Emotions
Deciding When It’s Time to Walk Away
Module Ten: Negotiating Outside the Boardroom
Adapting the Process for Smaller Negotiations
Negotiating via Telephone
Negotiating via E-mail
Module Eleven: Negotiating on Behalf of Someone Else
Choosing the Negotiating Team
Covering All the Bases
Dealing with Tough Questions
Module Twelve: Wrapping Up
Words from the Wise
Review of Parking Lot
Lessons Learned
Completion of Action Plans and Evaluations

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