Course Length: 2-days
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 workshop will provide you with a basic comfort level to negotiate in any situation. This interactive workshop includes techniques to promote effective communication and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.
The course also includes, The Negotiating Style Profile (NSP), a comprehensive training tool providing a complete picture of one's dominant negotiating style.
Understand your dominate negotiation style and how it effects a “win-win” philosophy.
Examine how often we all negotiate and the benefits of good negotiation skills
Recognize and understand your own needs and those of the other person
Employ a negotiation framework that encourages a positive outcome for both parties
Learn the importance of preparing for the negotiation process, regardless of the circumstances
Examine the various negotiation styles and their advantages and disadvantages
Learn strategies for dealing with tough or unfair tactics
Skills in developing alternatives and recognizing options
Basic negotiation principles, including BATNA, WATNA, WAP and the ZOPA
Lesson 1: What is Negotiation?
Lesson 2: The Successful Negotiator
Lesson 3: Preparing for Negotiation
Lesson 4: The Nuts and Bolts
Lesson 5: Making the Right Impression
Lesson 6: Getting Off to a Good Start
Lesson 7: Exchanging Information
Lesson 8: The Bargaining Stage
Lesson 9: Reaching Mutual Gain
Lesson 10: Moving Beyond “No”
Lesson 11: Dealing with the Negative Emotions
Lesson 12: Moving from Bargaining to Closing
Lesson 13: Solution Types