Negotiation Skills | The Corporate Training School

Description

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 course, you will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.

The Negotiation Skills course 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.

Course Curriculum

Introduction
- Course Objectives ..
Module 1
- Understanding Negotiation ..
- Types of Negotiations ..
- The Three Phases ..
- Skills for Successful Negotiating ..
- Knowledge Check ..
Module 2
- Getting Prepared ..
- Establishing Your WATNA and BATNA ..
- Identifying Your WAP ..
- Identifying Your ZOPA ..
- Personal Preparation ..
- Knowledge Check ..
Module 3
- Laying the Groundwork ..
- Setting the Time and Place ..
- Establishing Common Ground ..
- Creating a Negotiation Framework ..
- The Negotiation Process ..
- Knowledge Check ..
Module 4
- Phase One — Exchanging Information ..
- Getting Off on the Right Foot ..
- What to Share ..
- What to Keep to Yourself ..
- Knowledge Check ..
Module 5
- Phase Two — Bargaining ..
- What to Expect ..
- Techniques to Try ..
- How to Break an Impasse ..
- Knowledge Check ..
Module 6
- About Mutual Gain ..
- 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? ..
- Knowledge Check ..
Module 7
- Phase Three — Closing ..
- Reaching Consensus ..
- Building an Agreement ..
- Setting the Terms of the Agreement ..
- Knowledge Check ..
Module 8
- Dealing With Difficult Issues ..
- Being Prepared for Environmental Tactics ..
- Dealing With Personal Attacks ..
- Controlling Your Emotions ..
- Deciding When It’s Time to Walk Away ..
- Knowledge Check ..
Module 9
- Negotiating Outside the Boardroom ..
- Adapting the Process for Smaller Negotiations ..
- Negotiating via Telephone ..
- Negotiating via Email ..
- Knowledge Check ..
Module 10
- Negotiating on Behalf of Someone Else ..
- Choosing the Negotiating Team ..
- Covering All the Bases ..
- Dealing With Tough Questions ..
- Knowledge Check ..
Assessment
- Post-Test ..