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Negotiation Skills

Course Overview

Although people often think of boardrooms, suits, and million dollar deals when they hear the word “negotiation,” the truth is that we negotiate all the time. For example, have you ever - Decided where to eat with a group of friends? - Decided on chore assignments with your family? - Asked your boss for a raise? These are all situations that involve negotiating! 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.

Course Outline

1 - Getting Started

  • Icebreaker
  • Housekeeping Items
  • The Parking Lot
  • Workshop Objectives

2 - Understanding Negotiation

  • The Three Phases
  • Skills for Successful Negotiating

3 - Getting Prepared

  • Establishing Your WATNA and BATNA
  • Identifying Your WAP
  • Identifying Your ZOPA
  • Personal Preparation

4 - Laying the Groundwork

  • Setting the Time and Place
  • Establishing Common Ground
  • Creating a Negotiation Framework
  • The Negotiation Process

5 - Phase One — Exchanging Information

  • Getting off on the Right Foot
  • What to Share
  • What to Keep to Yourself

6 - Phase Two — Bargaining

  • What to Expect
  • Techniques to Try
  • How to Break an Impasse

7 - About Mutual Gain

  • Three Ways to See Your Options
  • About Mutual Gain
  • What Do I Want?
  • What Do They Want?
  • What Do We Want?

8 - Phase Three — Closing

  • Reaching Consensus
  • Building an Agreement
  • Setting the Terms of the Agreement

9 - Dealing with Difficult Issues

  • Being Prepared for Environmental Tactics
  • Dealing with Personal Attacks
  • Controlling Your Emotions
  • Deciding When It’s Time to Walk Away

10 - Negotiating Outside the Boardroom

  • Adapting the Process for Smaller Negotiations
  • Negotiating via Telephone
  • Negotiating via Email

11 - Negotiating on Behalf of Someone Else

  • Choosing the Negotiating Team
  • Covering All the Bases
  • Dealing with Tough Questions

12 - Wrapping Up

  • Words from the Wise
  • Review of Parking Lot
  • Lessons Learned
  • Completion of Action Plans and Evaluations

Enroll Today

This is a 1-day class

Price: $395.00
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
12/09/2019 9:00AM - 5:00PM GTR Online LIVE OLL
01/23/2020 9:00AM - 5:00PM GTR Online LIVE OLL
03/04/2020 9:00AM - 5:00PM GTR Online LIVE OLL
04/20/2020 9:00AM - 5:00PM GTR Online LIVE OLL
06/09/2020 9:00AM - 5:00PM GTR Online LIVE OLL

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