Negotiation Skills

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.

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Introduction:

  • Course Objectives

Module 1:

  • Understanding Negotiation

  • Types of Negotiations

  • The Three Phases

  • Skills for Successful Negotiating

  • Knowledge Check

Module 2:

  • Getting Prepared

  • Establishing Your WATNA and BATNA

  • Identifying Your WAP

  • Identifying Your ZOPA

  • Personal Preparation

  • Knowledge Check

Module 3:

  • Laying the Groundwork

  • Setting the Time and Place

  • Establishing Common Ground

  • Creating a Negotiation Framework

  • The Negotiation Process

  • Knowledge Check

Module 4:

  • Phase One β€” Exchanging Information

  • Getting Off on the Right Foot

  • What to Share

  • What to Keep to Yourself

  • Knowledge Check

Module 5:

  • Phase Two β€” Bargaining

  • What to Expect

  • Techniques to Try

  • How to Break an Impasse

  • Knowledge Check

Module 6:

  • About Mutual Gain

  • Three Ways to See Your Options

  • About Mutual Gain

  • Creating a Mutual Gain Solution

  • What Do I Want?

  • What Do They Want?

  • What Do We Want?

  • Knowledge Check

Module 7:

  • Phase Three β€” Closing

  • Reaching Consensus

  • Building an Agreement

  • Setting the Terms of the Agreement

  • Knowledge Check

Module 8:

  • Dealing With Difficult Issues

  • Being Prepared for Environmental Tactics

  • Dealing With Personal Attacks

  • Controlling Your Emotions

  • Deciding When It’s Time to Walk Away

  • Knowledge Check

Module 9:

  • Negotiating Outside the Boardroom

  • Adapting the Process for Smaller Negotiations

  • Negotiating via Telephone

  • Negotiating via Email

  • Knowledge Check

Module 10:

  • Negotiating on Behalf of Someone Else

  • Choosing the Negotiating Team

  • Covering All the Bases

  • Dealing With Tough Questions

  • Knowledge Check

Assessment:

  • Post-Test

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