Course Description
Students will learn the essential strategies and techniques needed to guide negotiations from opening discussions through to a positive result. Students will leave with practical solutions to negotiating effectively.
Course Outline
1. Negotiation Introduced
-
Identifying Integrative and Distributive Negotiation Types
-
Understanding the Three Phases of Negotiation
-
Strengthening Negotiation Skills
2. Preparing for Your Negotiation
-
Establishing Personal Boundaries
-
Deciding on Your WATNA and BATNA and Negotiating Based on Them
-
Preparing and Sticking to Your Plan
-
Negotiation Strategies
3. Negotiation Process for Success
-
Setting the Time and Place
-
Avoiding Negative Environments
-
Establishing Common Ground and Building Momentum
-
Creating a Negotiation Framework, Agreeing on Issues, and Maintaining a Positive Framework
-
Working through the Five Steps of Negotiation
4. Best Practices
-
Starting Off on the Right Foot
-
What to Share and What to Keep to Yourself
-
Knowing What to Expect
-
Utilizing the Top Ten Negotiation Techniques
-
Managing an Impasse
5. Negotiation Tools & Techniques
-
Reviewing the Three Ways to See Your Options
-
Creating a Mutual Gain Solution
-
Agreeing on Wants - Working with What You Want and What They Want
6. Consensus & Agreement
-
Building Consensus
-
Consolidating and Finalizing an Agreement
-
Controlling Your Emotions and Dealing with Personal Attacks
-
Walking Away When Necessary
Course Objectives
- Develop the necessary skills to negotiate like a pro
- Prepare for a negotiation applying best practices
- Utilize industry-standard tools and techniques
- Create your Best Alternative to a Negotiated Agreement (BATNA)
- Build common ground and consensus in your negotiation strategies
- Negotiate with experts to develop your skills for success
Course Prerequisites
There are no prerequisites for this course.
Course Information
Length: 2 day
Format: Lecture and Lab
Delivery Method: n/a
Max. Capacity: 16
Schedule
Contact Us
