COURSE OVERVIEW
Negotiating is about resolving differences. People who can master the process of negotiation find they can save time and money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in their communities when they understand how to negotiate well.
Negotiating is a fundamental fact of life. Whether you are working on a project or fulfilling support duties, this course will provide you with a basic comfort level to negotiate in any situation. This course includes techniques to promote effective communication and gives you techniques for turning face-to-face confrontation into side-by-side problem solving
LEARNING OBJECTIVES
- Understand how often we all negotiate and the benefits of good negotiation skills
- Recognize the importance of preparing for the negotiation process, regardless of the circumstances
- Identify the various negotiation styles and their advantages and disadvantages
- Develop strategies for dealing with tough or unfair tactics
- Gain skill in developing alternatives and recognizing options
- Understand basic negotiation principles, including BATNA, WATNA, WAP, and the ZOPA
COURSE OUTLINE
- Course Overview
- What is Negotiation?
- Defining Negotiation
- Types of Negotiation
- Positional Bargaining
- Principled Negotiating
- Phases of Negotiation
- The Successful Negotiator
- Key Attributes
- Pre-Assignment Review
- Preparing for Negotiation
- Getting Started
- Managing Your Fear
- Personal Preparation
- Researching Your Side
- Case Study
- Researching the Other Side
- The Nuts and Bolts
- Preparing Documentation
- Setting the Time and Place
- Case Study
- Making the Right Impression
- First Impressions
- The Handshake Dress for Success
- The Skill of Making Small Talk
- Getting Off to a Good Start
- Common Ground
- Ground Rules
- Exchanging Information
- The Bargaining Stage
- Six Techniques for Success
- Case Study
- Reaching Mutual Gain
- Getting Rid of Obstacles
- Overcoming the Obstacles
- Moving Beyond “No”
- Getting Past No
- Breaking the Impasse
- Getting to Yes
- Dealing with Negative Emotions
- Moving from Bargaining to Closing
- Knowing When to Close
- Formal vs. Informal Agreements
- Solution Types
- Possible Outcomes
- Building a Sustainable Agreement
- Getting Consensus
- Personal Action Plan
- Recommended Reading List
- Post-Course Assessment