Information Technology

Strategic Negotiation Skills

Instructor-Led 6 Agenda

Description

Students will learn the essential strategies and techniques needed to guide negotiations from opening discussions through to a positive result. Students will leave with practical solutions to negotiating effectively.

Course Overview

Course Objective

After completing this course, students will be able to: - Develop the necessary skills to negotiate like a pro - Prepare for a negotiation applying best practices - Utilize industry standard tools and techniques - Create your Best Alternative to a Negotiated Agreement (BATNA) - Build common ground and consensus in your negotiation strategies - Negotiate with experts to develop your skills for success

Who Should Attend

Professionals involved in internal and/or external negotiations.

Negotiation Introduced Lesson Id 1

Negotiation Introduced

Preparing for Your Negotiation Lesson Id 2

Preparing for Your Negotiation

Negotiation Process for Success Lesson Id 3

Negotiation Process for Success

Best Practices Lesson Id 4

Best Practices

Negotiation Tools & Techniques Lesson Id 5

Negotiation Tools & Techniques

Consensus & Agreement Lesson Id 6

Consensus & Agreement

Lesson Id	Title	Description
1	Negotiation Introduced	Identifying Integrative and Distributive Negotiation Types<br />Understanding the Three Phases of Negotiation<br />Strengthening Negotiation Skills
2	Preparing for Your Negotiation	Establishing Personal Boundaries<br />Deciding on Your WATNA and BATNA and Negotiating Based on Them<br />Preparing and Sticking to Your Plan<br />Negotiation Strategies
3	Negotiation Process for Success	Setting the Time and Place<br />Avoiding Negative Environments<br />Establishing Common Ground and Building Momentum<br />Creating a Negotiation Framework, Agreeing on Issues, and Maintaining a Positive Framework<br />Working through the Five Steps of Negotiation
4	Best Practices	Starting Off on the Right Foot<br />What to Share and What to Keep to Yourself<br />Knowing What to Expect<br />Utilizing the Top Ten Negotiation Techniques<br />Managing an Impasse
5	Negotiation Tools & Techniques	Reviewing the Three Ways to See Your Options<br />Creating a Mutual Gain Solution<br />Agreeing on Wants – Working with What You Want and What They Want
6	Consensus & Agreement	Building Consensus<br />Consolidating and Finalizing an Agreement<br />Controlling Your Emotions and Dealing with Personal Attacks<br />Walking Away When Necessary