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. Download the Course Outline and Information on Post-Class Content.

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


GTR  Guaranteed to Run

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

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Cart When Time   Where How
09/16/2020 9:00AM - 5:00PM GTR Online LIVE OLL

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