Negotiating Skills

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. Through this course, participants will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.

The Negotiation Skills course will give participants a sense of understanding their opponent and have the confidence to not settle for less than they feel is fair. Participants will learn that an atmosphere of respect is essential, as uneven negations could lead to problems in the future.

Completing this course will confer 2 CPD Credits towards internationally recognised Continuous Professional Development Requirements within organisations operating this kind of staff development methodology.

Course Outline

Module One: Getting Started

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?
• Case Study
• Review Questions

Module Eight: Phase Three - Closing

• Reaching Consensus
• Building an Agreement
• Setting the Terms of the Agreement
• Case Study
• Review Questions

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
• Case Study
• Review Questions

Module Ten: Negotiating Outside the Boardroom

• Adapting the Process for Smaller Negotiations
• Negotiating via Telephone
• Negotiating via Email
• Case Study
• Module Five: Review Questions

Module Eleven: Negotiating on Behalf of Someone Else

• Choosing the Negotiating Team
• Covering All the Bases
• Dealing with Tough Questions
• Case Study
• Review Questions