1 - Getting Started
IcebreakerHousekeeping ItemsThe Parking LotWorkshop Objectives
2 - Understanding Negotiation
The Three PhasesSkills for Successful Negotiating
3 - Getting Prepared
Establishing Your WATNA and BATNAIdentifying Your WAPIdentifying Your ZOPAPersonal Preparation
4 - Laying the Groundwork
Setting the Time and PlaceEstablishing Common GroundCreating a Negotiation FrameworkThe Negotiation Process
5 - Phase One - Exchanging Information
Getting off on the Right FootWhat to ShareWhat to Keep to Yourself
6 - Phase Two - Bargaining
What to ExpectTechniques to TryHow to Break an Impasse
7 - About Mutual Gain
Three Ways to See Your OptionsAbout Mutual GainWhat Do I Want?What Do They Want?What Do We Want?
8 - Phase Three - Closing
Reaching ConsensusBuilding an AgreementSetting the Terms of the Agreement
9 - Dealing with Difficult Issues
Being Prepared for Environmental TacticsDealing with Personal AttacksControlling Your EmotionsDeciding When It’s Time to Walk Away
10 - Negotiating Outside the Boardroom
Adapting the Process for Smaller NegotiationsNegotiating via TelephoneNegotiating via Email
11 - Negotiating on Behalf of Someone Else
Choosing the Negotiating TeamCovering All the BasesDealing with Tough Questions
12 - Wrapping Up
Words from the WiseReview of Parking LotLessons LearnedCompletion of Action Plans and Evaluations
Actual course outline may vary depending on offering center. Contact your sales representative for more information.
Who is it For?
Business professionals who may or may not be in a supervisory position and want to learn negotiating skills.