Negotiation Skills

Module One: Getting Started
Course Objectives
 
Module Two: Understanding Negotiation
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
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
Lessons Learned