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