Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute.
In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organization they represent). However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful.
Negotiation Skills
Modules
Module 1: Understanding Negotiation
- Types of Negotiations
- The Three Phases
- Skills for Successful Negotiating
Module 2: Getting Prepared
- Establishing Your WATNA and BATNA
- Identifying Your WAP
- Identifying Your ZOPA
- Personal Preparation
Module 3: Laying the Groundwork
- Setting the Time and Place
- Establishing Common Ground
- Creating a Negotiation Framework
- The Negotiation Process
Module 4: Phase One — Exchanging Information
- Getting Off on the Right Foot
- What to Share
- What to Keep to Yourself?
Module 5: Phase Two — Bargaining
- What to Expect
- Techniques to Try
- How to Break an Impasse
Module 6: About Mutual Gain
- Three Ways to See Your Options
- About Mutual Gain
- Creating a Mutual Gain Solution
- What Do I Want?
- What Do They Want?
- What Do We Want?
Module 7: Phase Three — Closing
- Reaching Consensus
- Building an Agreement
- Setting the Terms of the Agreement
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
Module 9: Negotiating Outside the Boardroom
- Adapting the Process for Smaller Negotiations
- Negotiating via Telephone
- Negotiating via Email
Module 10: Negotiating on Behalf of Someone Else
- Choosing the Negotiating Team
- Covering All the Bases
- Dealing with Tough Questions