Negotiation Skills

Negotiation Skills

Module One: Getting Started
Workshop Objectives
Pre-Assignment Review
Module Two: Understanding Negotiation
Types of Negotiations
The Three Phases
Skills for Successful Negotiating
Module Three: Getting Prepared
Establishing Your WATNA and BATNA
Identifying Your WAP
Identifying Your ZOPA
Personal Preparation
Module Four: Laying the Groundwork
Setting the Time and Place
Establishing Common Ground
Creating a Negotiation Framework
The Negotiation Process
Module Five: Phase One — Exchanging Information
Getting Off on the Right Foot
What to Share
What to Keep to Yourself?
Module Six: Phase Two — Bargaining
What to Expect
Techniques to Try
How to Break an Impasse
Module Seven: 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?
Module Eight: Phase Three — Closing
Reaching Consensus
Building an Agreement
Setting the Terms of the Agreement
Module Nine: Dealing with Difficult Issues
Being Prepared for Environmental Tactics
Dealing with Personal Attacks
Controlling Your Emotions
Deciding When It’s Time to Walk Away
Module Ten: Negotiating Outside the Boardroom
Adapting the Process for Smaller Negotiations
Negotiating via Telephone
Negotiating via Email
Module Eleven: Negotiating on Behalf of Someone Else
Choosing the Negotiating Team
Covering All the Bases
Dealing with Tough Questions
Module Twelve: Wrapping Up
Words from the Wise