Negotiation Skills

Description

The Negotiation Skills workshop will give you a sense of understanding your opponent and have the confidence to not settle for less than they feel is fair. You will learn that an atmosphere of respect is essential, as uneven negations could lead to problems in the future.

Negotiation Skills Workshop Outline.

Module One: Getting Started

• 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