Negotiate for Success  |
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Course Overview |
| | People who can master the art of negotiation find they can save time, save money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in the workplace.
Negotiating is a fundamental fact of life at any level. This one-day workshop will help give participants confidence when negotiating with both internal and external clients. This interactive workshop includes techniques to promote effective communications and to turn face-to-face confrontation into side-by-side problem solving.
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| Objectives |
| | | This one-day workshop will help participants learn:
- The benefits of good negotiation skills.
- The importance of preparing for the negotiation process, regardless of the circumstances.
- Various negotiation styles and their advantages and disadvantages.
- Strategies for dealing with tough or unfair tactics.
- How to develop alternatives and recognize options.
- Basic negotiation principles, including BATNA, WATNA, WAP, and the ZOPA.
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Audience |
| | This course is designed for anyone who needs to influence or negotiate with people.
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Prerequisites |
| | There are no prerequisites for this course.
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| Course Number |
| | NHEUNegSuc
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| Course Length |
| | 1 Days
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| Course Price |
| | $195.00
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| Category |
| | 5
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| Topics |
| | | Lesson 1: Introduction and Course Overview
- This lesson introduces participants to the workshop, details the workshop schedule, and provides participants an opportunity to identify their personal learning objectives.
Lesson 2: What is Negotiation?
- Students will explore the different types of negotiation (including positional bargaining) and the phases of negotiation.
Lesson 3: The Successful Negotiator
- Participants will explore the key attributes of a successful negotiator.
Lesson 4: Preparing for Negotiation
- During this lesson, participants will learn the elements of preparing for negotiation: identifying your fears and hot buttons; doing research into your issues and the opponent's issues; and preparing your WAP, BATNA, WATNA, and ZOPA.
Lesson 5: The Nuts and Bolts
- This lesson will give students some tips on preparing their documentation and choosing a place for the negotiation.
Lesson 6: Making the Right Impression
- Next, participants will learn the importance of self-presentation during the negotiation, including small talk, attire, first impressions and their handshake.
Lesson 7: Getting off to a Good Start
- During this lesson, participants will explore how to establish common ground and how to use ground rules.
Lesson 8: Exchanging Information
- This lesson will look at how to exchange information, and what to do if the negotiation gets off to a bad start.
Lesson 9: The Bargaining Stage
- Students will learn six techniques for negotiating success and they will have an opportunity to practice and observe these techniques through a role play.
Lesson 10: Inventing Options for Mutual Gain
- In this lesson, students will learn about the four obstacles to mutual gain, and how to turn them into negotiation advantages.
Lesson 11: Getting Past No and Getting to Yes
- This lesson will look at ways to get past "no" and how to break an impasse so that you can get to "yes."
Lesson 12: Dealing with Negative Emotions
- During this lesson, participants will explore some ways to deal with negative reactions during a negotiation.
Lesson 13: Moving from Bargaining to Closing
- In this lesson, students will learn how to tell when it's time to move from the bargaining phase to the negotiation phase.
Lesson 14: The Closing Stage
- This lesson will discuss ways to build win-win solutions, achieve a sustainable agreement and reach consensus.
Lesson 15: Workshop Wrap-Up
- At the end of the day, students will have an opportunity to ask questions and fill out a personal action plan.
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