Negotiation Skills
Welcome to the Negotiation Skills workshop. Although people often think of boardrooms, suits, and million dollar deals when they hear ...
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- Description
- Curriculum
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| Module | Topics Covered |
|---|---|
| Introduction | |
| Course Objectives | |
| Module 1 | Understanding Negotiation, Types of Negotiations, The Three Phases, Skills for Successful Negotiating, Knowledge Check |
| Module 2 | Getting Prepared, Establishing Your WATNA and BATNA, Identifying Your WAP, Identifying Your ZOPA, Personal Preparation, Knowledge Check |
| Module 3 | Laying the Groundwork, Setting the Time and Place, Establishing Common Ground, Creating a Negotiation Framework, The Negotiation Process, Knowledge Check |
| Module 4 | Phase One — Exchanging Information, Getting Off on the Right Foot, What to Share, What to Keep to Yourself, Knowledge Check |
| Module 5 | Phase Two — Bargaining, What to Expect, Techniques to Try, How to Break an Impasse, Knowledge Check |
| Module 6 | About Mutual Gain, Three Ways to See Your Options, Creating a Mutual Gain Solution, What Do I Want?, What Do They Want?, What Do We Want?, Knowledge Check |
| Module 7 | Phase Three — Closing, Reaching Consensus, Building an Agreement, Setting the Terms of the Agreement, Knowledge Check |
| Module 8 | Dealing With Difficult Issues, Being Prepared for Environmental Tactics, Dealing With Personal Attacks, Controlling Your Emotions, Deciding When It’s Time to Walk Away, Knowledge Check |
| Module 9 | Negotiating Outside the Boardroom, Adapting the Process for Smaller Negotiations, Negotiating via Telephone, Negotiating via Email, Knowledge Check |
| Module 10 | Negotiating on Behalf of Someone Else, Choosing the Negotiating Team, Covering All the Bases, Dealing With Tough Questions, Knowledge Check |
| Assessment | |
| Post-Test | |
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Course details
Lectures
1
Level
Advanced
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