Negotiation Skills

Gain the confidence you need to resolve a point of difference, or the advantage in the outcome of a discussion, produce an agreement upon courses of action, or bargain for individual or collective advantage. Negotiation is a process which can lead to positive outcomes and develop relationships.
This highly participative learner focused Negotiation Skills Course will arm you and your team with winning negotiation skills and tactics so you feel better prepared, more confident and have greater control in the negotiation process.

 


Negotiation Skills Course Outline

Understanding Negotiation

  • Types of negotiation
  • The three phases
  • Skills for successful negotiation

Getting Prepared

  • Establishing your WATNA and BATNA
  • Identifying your WAP
  • dentifying your ZOPA
  • Laying the Groundwork
  • Setting the time and place
  • Establishing common ground
  • Creating a negotiation framework

Phase One – Exchanging Information

  • Getting off on the right foot
  • What to share
  • What to keep to yourself

Phase Two – Bargaining

  • What to expect
  • Techniques to try
  • How to break an impasse
  • Mutual Gain
  • Three ways to see your options
  • About mutual gain
  • Creating a mutual gain solution

Phase Three – Closing

  • Reaching a consensus
  • Building an agreement
  • Setting the terms of the agreement

Dealing with Difficult Issues

  • Being prepared for environmental tactics
  • Dealing with personal attacks
  • Controlling your emotions
  • Deciding when it’s time to walk away
  • Negotiating Outside the Boardroom
  • Adapting the process for smaller negotiations
  • Negotiating via telephone
  • Negotiating via E-mail

Negotiating on Behalf of Someone Else

  • Choosing the negotiating team
  • Covering all the bases
  • Dealing with tough questions

Learning Objectives

After completing Negotiation Skills Training, you will be able to:

  • Explain the basic types of negotiations
  • Learn the phases of negotiations & gain the skills necessary for successfully negotiating
  • Apply basic negotiating concepts (WATNA, BATNA, WAP & ZOPA)
  • Lay the groundwork for negotiation
  • Identify what information to share & what information to keep to yourself
  • Master basic bargaining techniques
  • Apply strategies for identifying mutual gain
  • Demonstrate how to reach a consensus & set the terms of agreement
  • Deal with personal attacks & other difficult issues
  • Apply the negotiating process to solve everyday problems
  • Negotiate on behalf of someone else
 PMI Accreditation 

14 PMI® Contact Hours/Professional Development Units


 

Understanding Negotiation
  • Types of negotiation
  • The three phases
  • Skills for successful negotiation
Getting Prepared
  • Establishing your WATNA and BATNA
  • Identifying your WAP
  • dentifying your ZOPA
  • Laying the Groundwork
  • Setting the time and place
  • Establishing common ground
  • Creating a negotiation framework
Phase One – Exchanging Information
  • Getting off on the right foot
  • What to share
  • What to keep to yourself
Phase Two – Bargaining
  • What to expect
  • Tools & Techniques
Mutual Gain
  • Three ways to see your options
  • About mutual gain
  • Creating a mutual gain solution
Phase Three – Closing
  • Reaching a consensus
  • Building an agreement
  • Setting the terms of the agreement
Dealing with Difficult Issues
  • Being prepared for environmental tactics
  • Dealing with personal attacks
  • Controlling your emotions
  • Deciding when it’s time to walk away
  • Negotiating Outside the Boardroom
  • Adapting the process for smaller negotiations
  • Negotiating via telephone
  • Negotiating via E-mail
Negotiating on Behalf of Someone Else
  • Choosing the negotiating team
  • Covering all the bases
  • Dealing with tough questions
All our soft skills workshops follow the A.C.E. Model (Awareness, Confidence, Efficacy) which incorporates a coaching based inside-out learning  and an experiential activity based approach

What makes us different?

  • Official KHDA Accredited Training Provider
  • Official PMI Accredited Training Provider
  • Our workshops are delivered by subject matter experts
  • The guarantee that we don’t compromise on quality; ensuring your decision to invest in your education is sound.
Related Courses