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Gain a unifying, powerful and generally applicable negotiation methodology. Your success and failure in business (and, indeed, in many aspects of life itself) will be correlated with your ability to negotiate effectively
The Negotiation Skills short course will equip you with an essential framework that forms the basis of any type of negotiation and its consequent employment in the business environment. During the course, you will have the opportunity to apply key negotiation principles in practice, while also observing and delivering critique on others during simulated negotiation settings. This approach specifically aims to build your confidence and develop your abilities to negotiate more successfully, but also to deliver measurable improvement in negotiation performance in the workplace by familiarising yourself with all the ins and outs of the negotiation setting for better results.
By the end of the course, participants will be able to:
Establish the underlying interests of both parties in a negotiation situation
Outline mutual gain as a negotiation skills-related concepts
Apply active listening approaches and tools to negotiation discussions
Determine objective criteria to underpin negotiations
Outline behavioural tools and techniques associated with the BATNA framework
Respond to different power positions held in negotiations
Outline effective responses to common negotiation tactics or dirty tricks
Describe how to build rapport and empathy in a negotiation discussion
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This workshop is designed for managers, supervisors, team leaders or employees who conduct any operational negotiations such as facilitating meetings, resolving team conflicts, delegating, conducting performance reviews, hiring new staff or dealing with suppliers.
Module One: Getting Started
Icebreaker
Housekeeping Items
The Parking Lot
Workshop Objectives
Module Two: Understanding Negotiation
The Three Phases
Skills for Successful Negotiating
Module Three: Getting Prepared
Establishing Your WATNA and BATNA
Identifying Your WAP
Identifying Your ZOPA
Personal Preparation
Module Four: Laying the Groundwork
Setting the Time and Place
Establishing Common Ground
Creating a Negotiation Framework
The Negotiation Process
Module Five: Phase One - Exchanging Information
Getting off on the Right Foot
What to Share
What to Keep to Yourself
Module Six: Phase Two - Bargaining
What to Expect
Techniques to Try
How to Break an Impasse
Module Seven: About Mutual Gain
Three Ways to See Your Options
About Mutual Gain
What Do I Want?
What Do They Want?
What Do We Want?
Module Eight: Phase Three - Closing
Reaching Consensus
Building an Agreement
Setting the Terms of the Agreement
Module Nine: 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 Ten: Negotiating Outside the Boardroom
Adapting the Process for Smaller Negotiations
Negotiating via Telephone
Negotiating via Email
Module Eleven: Negotiating on Behalf of Someone Else
Choosing the Negotiating Team
Covering All the Bases
Dealing with Tough Questions
Module Twelve: Wrapping Up
Words from the Wise
Review of Parking Lot
Lessons Learned
Completion of Action Plans and Evaluations