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Overview
This course will help you to start your learning path with negotiation skills. It will begin with helping you understand the basic concepts and phases of negotiation. When this course is completed, you’ll be in a much better position to use negotiation techniques and strategies in various scenarios.
Course Objectives
This course will provide you with a solid platform from which you can start your negotiation skills journey. On completion, you will be able to understand and apply basic negotiating concepts, lay the groundwork for negotiation, identify what information to share and what to keep to yourself, and use the negotiating process to solve everyday problems.
Content
- Workshop Objectives
- Pre-Assignment Review
- Types of Negotiations
- The Three Phases
- Skills for Successful Negotiating
- Establishing Your WATNA and BATNA
- Identifying Your WAP
- Identifying Your ZOPA
- Personal Preparation
- Setting the Time and Place
- Establishing Common Ground
- Creating a Negotiation Framework
- The Negotiation Process
- Getting Off on the Right Foot
- What to Share
- What to Keep to Yourself
- What to Expect
- Techniques to Try
- How to Break an Impasse
- 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?
- Reaching Consensus
- Building an Agreement
- Setting the Terms of the Agreement
- Being Prepared for Environmental Tactics
- Dealing with Personal Attacks
- Controlling Your Emotions
- Deciding When It’s Time to Walk Away
- Adapting the Process for Smaller Negotiations
- Negotiating via Telephone
- Negotiating via Email
- Choosing the Negotiating Team
- Covering All the Bases
- Dealing with Tough Questions
You will learn how to
- Understand negotiation
- Prepare for your WATNA and BATNA
- Identify your WAP and ZOPA
- Set the groundwork
- Information to share
- Work through an Impasse
- Mutual gain
- Deal with difficult issues
- Negotiate outside the boardroom
- Negotiate for someone else
Audience
No prior knowledge is needed. This course is designed for complete beginners.
Classroom and Virtual training options
Duration
1 Day
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