Negotiation Skills
Through this workshop participants will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.
The Negotiation Skills workshop will give your participants a sense of understanding their opponent and have the confidence to not settle for less than they feel is fair.
Your participants will learn that an atmosphere of respect is essential, as uneven negations could lead to problems in the future.
COURSE KIT:
Training manuals and instructor’s guide
Powerpoint slides and flip chart notes
Workshop activities and exercises
COURSE OUTLINE
Module One: Getting Started
- Icebreaker
- Housekeeping Items
- The Parking Lot
- Workshop Objectives
Module Two: Understanding Negotiation
- The Three Phases
- Skills for Successful Negotiating
Module Three: Getting Prepared
- Establishing Your WATNA and BATNA
- Identifying Your WAP
- Identifying Your ZOPA
- Personal Preparation
Module Four: Laying the Groundwork
- Setting the Time and Place
- Establishing Common Ground
- Creating a Negotiation Framework
- The Negotiation Process
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
- What Do I Want?
- What Do They Want?
- What Do We Want?
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 Email
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
