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Negotiation Skills

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. Through this workshop participants will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.

Online Course / Classroom Training


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The Negotiation Skills workshop will give your participants a sense of understanding their opponent and have the confidence to not settle for less than they feel is fair. Your participants will learn that an atmosphere of respect is essential, as uneven negations could lead to problems in the future.

Negotiation Skills > Course Outline:

Housekeeping Items
The Parking Lot
Workshop Objectives

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
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

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


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