Information Technology

Negotiation Skills

Instructor-Led 12 Agenda

Description

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.

Course Overview

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.

Course Objective

Although people often think of boardrooms, suits, and million dollar deals when they hear the word "negotiation" the truth is that we negotiate all the time. For example, have you ever: decided where to eat with a group of friends? Decided on the chore assignments with your family> Asked your boss for a raise? These are all situations that involve negotiating!

Who Should Attend

Business professionals who may or may not be in a supervisory position and want to learn negotiating skills.

Getting Started Lesson Id 1

Getting Started

Understanding Negotiation Lesson Id 2

Understanding Negotiation

Getting Prepared Lesson Id 3

Getting Prepared

Laying the Groundwork Lesson Id 4

Laying the Groundwork

Phase One - Exchanging Information Lesson Id 5

Phase One - Exchanging Information

Phase Two - Bargaining Lesson Id 6

Phase Two - Bargaining

About Mutual Gain Lesson Id 7

About Mutual Gain

Phase Three - Closing Lesson Id 8

Phase Three - Closing

Dealing with Difficult Issues Lesson Id 9

Dealing with Difficult Issues

Negotiating Outside the Boardroom Lesson Id 10

Negotiating Outside the Boardroom

Negotiating on Behalf of Someone Else Lesson Id 11

Negotiating on Behalf of Someone Else

Wrapping Up Lesson Id 12

Wrapping Up

Lesson Id	Title	Description
1	Getting Started	Icebreaker<br />Housekeeping Items<br />The Parking Lot<br />Workshop Objectives
2	Understanding Negotiation	The Three Phases<br />Skills for Successful Negotiating
3	Getting Prepared	Establishing Your WATNA and BATNA<br />Identifying Your WAP<br />Identifying Your ZOPA<br />Personal Preparation
4	Laying the Groundwork	Setting the Time and Place<br />Establishing Common Ground<br />Creating a Negotiation Framework<br />The Negotiation Process
5	Phase One - Exchanging Information	Getting off on the Right Foot<br />What to Share<br />What to Keep to Yourself
6	Phase Two - Bargaining	What to Expect<br />Techniques to Try<br />How to Break an Impasse
7	About Mutual Gain	Three Ways to See Your Options<br />About Mutual Gain<br />What Do I Want?<br />What Do They Want?<br />What Do We Want?
8	Phase Three - Closing	Reaching Consensus<br />Building an Agreement<br />Setting the Terms of the Agreement
9	Dealing with Difficult Issues	Being Prepared for Environmental Tactics<br />Dealing with Personal Attacks<br />Controlling Your Emotions<br />Deciding When It’s Time to Walk Away
10	Negotiating Outside the Boardroom	Adapting the Process for Smaller Negotiations<br />Negotiating via Telephone<br />Negotiating via Email
11	Negotiating on Behalf of Someone Else	Choosing the Negotiating Team<br />Covering All the Bases<br />Dealing with Tough Questions
12	Wrapping Up	Words from the Wise<br />Review of Parking Lot<br />Lessons Learned<br />Completion of Action Plans and Evaluations