Welcome to the Negotiation Skills workshop. 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


INTRODUCTION
Course Objectives


MODULE 1
Understanding Negotiation
Types of Negotiations
The Three Phases
Skills for Successful Negotiating
Knowledge Check


MODULE 2
Getting Prepared
Establishing Your WATNA and BATNA
Identifying Your WAP
Identifying Your ZOPA
Personal Preparation
Knowledge Check


MODULE 3
Laying the Groundwork
Setting the Time and Place
Establishing Common Ground
Creating a Negotiation Framework
The Negotiation Process
Knowledge Check


MODULE 4
Phase One — Exchanging Information
Getting Off on the Right Foot
What to Share
What to Keep to Yourself
Knowledge Check


MODULE 5
Phase Two — Bargaining
What to Expect
Techniques to Try
How to Break an Impasse
Knowledge Check


MODULE 6
About Mutual Gain
Three Ways to See Your Options
About Mutual Gain
Creating a Mutual Gain Solution
What Do I Want?
What Do They Want?
What Do We Want?
Knowledge Check


MODULE 7
Phase Three — Closing
Reaching Consensus
Building an Agreement
Setting the Terms of the Agreement
Knowledge Check


MODULE 8
Dealing With Difficult Issues
Being Prepared for Environmental Tactics
Dealing With Personal Attacks
Controlling Your Emotions
Deciding When It’s Time to Walk Away
Knowledge Check


MODULE 9
Negotiating Outside the Boardroom
Adapting the Process for Smaller Negotiations
Negotiating via Telephone
Negotiating via Email
Knowledge Check


MODULE 10
Negotiating on Behalf of Someone Else
Choosing the Negotiating Team
Covering All the Bases
Dealing With Tough Questions
Knowledge Check


ASSESSMENT
Post-Test

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