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. This course may earn a Credly Badge.

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* Actual course outline may vary depending on offering center. Contact your sales representative for more information.

Learning Objectives

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 the chore assignments with your family> Asked your boss for a raise? These are all situations that involve negotiating!

1

  • Getting Started

  • Icebreaker
    Housekeeping Items
    The Parking Lot
    Workshop Objectives
2

  • Understanding Negotiation

  • The Three Phases
    Skills for Successful Negotiating
3

  • Getting Prepared

  • Establishing Your WATNA and BATNA
    Identifying Your WAP
    Identifying Your ZOPA
    Personal Preparation
4

  • Laying the Groundwork

  • Setting the Time and Place
    Establishing Common Ground
    Creating a Negotiation Framework
    The Negotiation Process
5

  • Phase One - Exchanging Information

  • Getting off on the Right Foot
    What to Share
    What to Keep to Yourself
6

  • Phase Two - Bargaining

  • What to Expect
    Techniques to Try
    How to Break an Impasse
7

  • About Mutual Gain

  • Three Ways to See Your Options
    About Mutual Gain
    What Do I Want?
    What Do They Want?
    What Do We Want?
8

  • Phase Three - Closing

  • Reaching Consensus
    Building an Agreement
    Setting the Terms of the Agreement
9

  • Dealing with Difficult Issues

  • Being Prepared for Environmental Tactics
    Dealing with Personal Attacks
    Controlling Your Emotions
    Deciding When It's Time to Walk Away
10

  • Negotiating Outside the Boardroom

  • Adapting the Process for Smaller Negotiations
    Negotiating via Telephone
    Negotiating via Email
11

  • Negotiating on Behalf of Someone Else

  • Choosing the Negotiating Team
    Covering All the Bases
    Dealing with Tough Questions
12

  • Wrapping Up

  • Words from the Wise
    Review of Parking Lot
    Lessons Learned
    Completion of Action Plans and Evaluations

Audience

Business professionals who may or may not be in a supervisory position and want to learn negotiating skills will benefit from this course.

Language

English

Prerequisites

There are no rerequisites for this course.

$435

Length: 1.0 day (8 hours)

Level:

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Course Schedule:

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14
Nov
Tuesday
9:00 AM ET -
5:00 PM ET
Available
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13
Feb
Tuesday
9:00 AM ET -
5:00 PM ET
Available
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16
May
Thursday
9:00 AM ET -
5:00 PM ET
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