Negotiating for Results

Duration: Offered as a 90 minute webinar or 2 days in class

Course Overview

Negotiating is about resolving differences. People who can master the process of negotiation find they can save time and money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in their communities when they understand how to negotiate well.

Negotiating is a fundamental fact of life. Whether you are working on a project or fulfilling support duties, this course will provide you with a basic comfort level to negotiate in any situation. This course includes techniques to promote effective communication and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.

Learning Objectives

  • Understand how often we all negotiate and the benefits of good negotiation skills
  • Recognize the importance of preparing for the negotiation process, regardless of the circumstances
  • Identify the various negotiation styles and their advantages and disadvantages
  • Develop strategies for dealing with tough or unfair tactics
  • Gain skill in developing alternatives and recognizing options
  • Understand basic negotiation principles, including BATNA, WATNA, WAP, and the ZOPA

Course Outline

1. Course Overview

2. What is Negotiation?

  • Defining Negotiation
  • Types of Negotiation
  • Positional Bargaining
  • Principled Negotiating
  • Phases of Negotiation

3. The Successful Negotiator

  • Key Attributes
  • Pre-Assignment Review

4. Preparing for Negotiation

  • Getting Started
  • Managing Your Fear
  • Personal Preparation
  • Researching Your Side
  • Case Study
  • Researching the Other Side

5. The Nuts and Bolts

  • Preparing Documentation
  • Setting the Time and Place
  • Case Study

6. Making the Right Impression

  • First Impressions
  • The Handshake
  • Dress for Success
  • The Skill of Making Small Talk

7. Getting Off to a Good Start

  • Common Ground
  • Ground Rules

8. Exchanging Information

9. The Bargaining Stage

  • Six Techniques for Success
  • Case Study

10. Reaching Mutual Gain

  • Getting Rid of Obstacles
  • Overcoming the Obstacles

11. Moving Beyond “No”

  • Getting Past No
  • Breaking the Impasse
  • Getting to Yes

12. Dealing with Negative Emotions

13. Moving from Bargaining to Closing

  • Knowing When to Close
  • Formal vs. Informal Agreements

14. Solution Types

  • Possible Outcomes
  • Building a Sustainable Agreement
  • Getting Consensus

15. Personal Action Plan