Programming & Development

Negotiation Skills


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:

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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