Learning Outcome
These are all situations that involve negotiating! This workshop will give participants an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved.
Research and studies have consistently demonstrated that when clear goals and objectives are associated with learning, the learning and competency occur easily and vividly. By the end of this program, the participants would be familiar, proficient, and competent with the following topics of the workshop.
Modules
Module 1
Kickstart
- Lesson 1: Pre-Questionnaire
- Lesson 2: Applying Negotiation Skills Objectives
Module 2
Understanding Negotiation
- Lesson 1: The Three Phases
- Lesson 2: Skills for Successful Negotiating
Module 3
Getting Prepared
- Lesson 1: Establishing Your WATNA and BATNA
- Lesson 2: Identifying Your WAP
- Lesson 3: Identifying Your ZOPA
- Lesson 4: Personal Preparation
Module 4
Laying the Groundwork
- Lesson 1: Setting the Time and Place
- Lesson 2: Establishing Common Ground
- Lesson 3: Creating a Negotiation Framework
- Lesson 4: The Negotiation Process
Module 5
Phase One – Exchange Information
- Lesson 1: Getting off on the Right Foot
- Lesson 2: What to Share
- Lesson 3: What to Keep to Yourself
Module 6
Phase Two – Bargaining
- Lesson 1: What to Expect
- Lesson 2: Techniques to Try
- Lesson 3: How to Break an Impasse
Module 7
About Mutual Gain
- Lesson 1: Three Ways to See Your Options
- Lesson 2: About Mutual Gain
- Lesson 3: What Do I Want?
- Lesson 4: What Do They Want?
- Lesson 5: What Do We Want?
Module 8
Phase Three – Closing
- Lesson 1: Reaching Consensus
- Lesson 2: Building an Agreement
- Lesson 3: Setting the Terms of the Agreement
Module 9
Dealing with Difficult Issues
- Lesson 1: Being Prepared for Environmental Tactics
- Lesson 2: Dealing with Personal Attacks
- Lesson 3: Controlling Your Emotions
- Lesson 4: Deciding When It’s Time to Walk Away
Module 10
Negotiating Outside the Boardroom
- Lesson 1: Adopting the Process for Smaller Negotiations
- Lesson 2: Negotiating via Telephone
- Lesson 3: Negotiating via Email
Module 11
Negotiating on Behalf of Someone Else
- Lesson 1: Choosing the Negotiating Team
- Lesson 2: Covering All the Bases
- Lesson 3: Dealing with Tough Questions
Module 12
Wrapping Up
- Lesson 1: Post Questionnaire
- Lesson 2: Words from the Wise
- Lesson 3: Establishing SMART objectives for Negotiation Skills