Negotiation Skills Training

PDF

• Understanding Negotiation
  • Defining Negotiation: A Three-Stage Process
  • Essential Skills for Successful Negotiating
• Preparing to Negotiate
  • Establishing Your WATNA and BATNA
  • Identifying Your WAP
  • Calculating Your ZOPA
  • Personal Preparation
• Laying the Groundwork
  • Setting the Time and Place
  • Establishing Rapport and Common Ground
  • Creating a Negotiation Framework
  • The Negotiation Process
• Stage One: The Art of Information Exchange
  • Effective Initial Strategies
  • What to Share: Balancing Transparency and Strategy
  • Keeping Secrets: When to Withhold Information
• Stage Two: Bargaining
  • Anticipating Challenges
  • Strategies to Enhance Your Position
  • Making and Receiving Offers and Counteroffers
  • Resolving Stalemates: How to Break an Impasse
• The Concept of Mutual Gain
  • Three Ways to See Your Options
  • About Mutual Gain
  • What Do I Want?
  • What Do They Want?
  • What Do We Want?
• Stage Three: Closing Tactics
  • Reaching Consensus
  • Building an Agreement
  • Setting the Terms of the Agreement
• Dealing with Difficult Issues
  • Being Prepared for Environmental Tactics
  • Dealing with Personal Attacks
  • Controlling Your Emotions
  • Knowing When to Walk Away
• Negotiating Outside the Boardroom
  • Adapting the Process for Smaller Negotiations
  • Remote Negotiations: Virtual, Phone, and Email
• Negotiating on Behalf of Someone Else
  • Choosing the Negotiating Team
  • Covering All the Bases
  • Dealing with Tough Questions
• Wrapping Up
  • Words from the Wise
  • Review of Parking Lot
  • Lessons Learned
  • Completion of Action Plans and Evaluations

Before Taking this Class

Software/Setup For this Class

None