Negotiation Skills

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Course Description

Negotiation is not limited to boardrooms or high-stakes deals—it’s a skill we use daily in various aspects of life. This workshop provides a solid foundation in the key types and phases of negotiation while equipping participants with the skills necessary for successful outcomes.

The Negotiation Skills course empowers you to understand your counterpart, build confidence, and strive for fair agreements. You’ll also learn the importance of fostering respect during negotiations, ensuring balanced outcomes that promote long-term success and collaboration.

9+ 

Hours

58

Lectures

$40

Price

WHAT TO EXPECT

Learning Objectives

  •  Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating
  • Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA
  • Lay the groundwork for negotiation
  • Identify what information to share and what to keep to yourself
  • Understand basic bargaining techniques
  • Apply strategies for identifying mutual gain
  • Understand how to reach consensus and set the terms of agreement
  • Deal with personal attacks and other difficult issues
  • Use the negotiating process to solve everyday problems
  • Negotiate on behalf of someone else

Course Outline

Module One: Understanding Negotiation

  • The Three Phases
  • Skills for Successful Negotiating

Module Two: Getting Prepared

  • Establishing Your WATNA and BATNA
  • Identifying Your WAP
  • Identifying Your ZOPA
  • Personal Preparation

Module Three: Laying the Groundwork

  • Setting the Time and Place
  • Establishing Common Ground
  • Creating a Negotiation Framework
  • The Negotiation Process

Module Four: Phase One - Exchanging Information

  • Getting off on the Right Foot
  • What to Share
  • What to Keep to Yourself

Module Five: Phase Two - Bargaining

  • What to Expect
  • Techniques to Try
  • How to Break an Impasse

Module Six: About Mutual Gain

  • Three Ways to See Your Options
  • About Mutual Gain
  • What Do I Want?
  • What Do They Want?
  • What Do We Want?

Module Seven: Phase Three - Closing

  • Reaching Consensus
  • Building an Agreement
  • Setting the Terms of the Agreement

Module Eight: Dealing with Difficult Issues

  • Being Prepared for Environmental Tactics
  • Dealing with Personal Attacks
  • Controlling Your Emotions
  • Deciding When It's Time to Walk Away

Module Nine: Negotiating Outside the Boardroom

  • Adapting the Process for Smaller Negotiations
  • Negotiating via Telephone
  • Negotiating via Email

Module Ten: Negotiating on Behalf of Someone Else

  • Choosing the Negotiating Team
  • Covering All the Bases
  • Dealing with Tough Questions

Assessment