Students will learn the essential strategies and techniques needed to guide negotiations from opening discussions through to a positive result. Students will leave with practical solutions to negotiating effectively.

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

Learning Objectives

After completing this course, students will be able to:

- Develop the necessary skills to negotiate like a pro
- Prepare for a negotiation applying best practices
- Utilize industry-standard tools and techniques
- Create your Best Alternative to a Negotiated Agreement (BATNA)
- Build common ground and consensus in your negotiation strategies
- Negotiate with experts to develop your skills for success

1

  • Negotiation Introduced

  • Identifying Integrative and Distributive Negotiation Types
    Understanding the Three Phases of Negotiation
    Strengthening Negotiation Skills
2

  • Preparing for Your Negotiation

  • Establishing Personal Boundaries
    Deciding on Your WATNA and BATNA and Negotiating Based on Them
    Preparing and Sticking to Your Plan
    Negotiation Strategies
3

  • Negotiation Process for Success

  • Setting the Time and Place
    Avoiding Negative Environments
    Establishing Common Ground and Building Momentum
    Creating a Negotiation Framework, Agreeing on Issues, and Maintaining a Positive Framework
    Working through the Five Steps of Negotiation
4

  • Best Practices

  • Starting Off on the Right Foot
    What to Share and What to Keep to Yourself
    Knowing What to Expect
    Utilizing the Top Ten Negotiation Techniques
    Managing an Impasse
5

  • Negotiation Tools & Techniques

  • Reviewing the Three Ways to See Your Options
    Creating a Mutual Gain Solution
    Agreeing on Wants - Working with What You Want and What They Want
6

  • Consensus & Agreement

  • Building Consensus
    Consolidating and Finalizing an Agreement
    Controlling Your Emotions and Dealing with Personal Attacks
    Walking Away When Necessary

Audience

Professionals involved in internal and/or external negotiations will benefit from this course.

Language

English

Prerequisites

There are no prerequisites for this course.

$1,500

Length: 2.0 days (16 hours)

Level:

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Course Schedule:

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14
Dec
Thursday
9:00 AM ET -
5:00 PM ET
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13
Mar
Wednesday
9:00 AM ET -
5:00 PM ET
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10
Jun
Monday
9:00 AM ET -
5:00 PM ET
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