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Strategic Negotiation Skills

Course Overview

Negotiating is an art form. To get what you want, you need to be aware of the other side’s objectives, seeking a mutually beneficial result. You must be able to decide on a goal, plan carefully, and apply key skills and tools to reach a successful outcome. In this course, you will learn the essential strategies and techniques needed to guide negotiations from opening discussions through to a positive result. With discussion and hands-on training, you will leave with practical solutions to negotiating effectively.

Who Should Attend

Professionals involved in internal and/or external negotiations.

Course Objectives

After completing this course, students will be able to: - 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 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

Enroll Today

This is a 2-day class

Price: $1,500.00
Payment Options

ILT Instructor‑Led Training

OLL Online LIVE

GTR  Guaranteed to Run

Class times are listed Eastern time. This class is available for Private Group Training

To sort by location or date, click the ‘When’ and ‘Where’ column headings.

Cart When Time   Where How
08/20/2018 9:00AM - 5:00PM Online LIVE OLL
11/12/2018 9:00AM - 5:00PM Online LIVE OLL

Class times are listed Eastern time
This class is available for Private Group Training