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.
Icebreaker Housekeeping Items The Parking Lot Workshop Objectives
The Three Phases Skills for Successful Negotiating
Establishing Your WATNA and BATNA Identifying Your WAP Identifying Your ZOPA Personal Preparation
Setting the Time and Place Establishing Common Ground Creating a Negotiation Framework The Negotiation Process
Getting off on the Right Foot What to Share What to Keep to Yourself
What to Expect Techniques to Try How to Break an Impasse
Three Ways to See Your Options About Mutual Gain What Do I Want? What Do They Want? What Do We Want?
Reaching Consensus Building an Agreement Setting the Terms of the Agreement
Being Prepared for Environmental Tactics Dealing with Personal Attacks Controlling Your Emotions Deciding When It’s Time to Walk Away
Adapting the Process for Smaller Negotiations Negotiating via Telephone Negotiating via Email
Choosing the Negotiating Team Covering All the Bases Dealing with Tough Questions
Words from the Wise Review of Parking Lot Lessons Learned Completion of Action Plans and Evaluations
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This course begins at 9:00 Eastern
And ends at 17:00 Eastern
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