1 - Negotiation Introduced
Identifying Integrative and Distributive Negotiation TypesUnderstanding the Three Phases of NegotiationStrengthening Negotiation Skills
2 - Preparing for Your Negotiation
Establishing Personal BoundariesDeciding on Your WATNA and BATNA and Negotiating Based on ThemPreparing and Sticking to Your PlanNegotiation Strategies
3 - Negotiation Process for Success
Setting the Time and PlaceAvoiding Negative EnvironmentsEstablishing Common Ground and Building MomentumCreating a Negotiation Framework, Agreeing on Issues, and Maintaining a Positive FrameworkWorking through the Five Steps of Negotiation
4 - Best Practices
Starting Off on the Right FootWhat to Share and What to Keep to YourselfKnowing What to ExpectUtilizing the Top Ten Negotiation TechniquesManaging an Impasse
5 - Negotiation Tools & Techniques
Reviewing the Three Ways to See Your OptionsCreating a Mutual Gain SolutionAgreeing on Wants – Working with What You Want and What They Want
6 - Consensus & Agreement
Building ConsensusConsolidating and Finalizing an AgreementControlling Your Emotions and Dealing with Personal AttacksWalking Away When Necessary
Actual course outline may vary depending on offering center. Contact your sales representative for more information.
Who is it For?
Professionals involved in internal and/or external negotiations.