Information Technology
Negotiation Skills
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.
1 Day
8 Hrs
12 Lessons
Course Objectives
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!
Agenda
- Icebreaker
- Housekeeping Items
- The Parking Lot
- Workshop Objectives
- The Three Phases
- Skills for Successful Negotiating
- Establishing Your WATNA and BATNA
- Identifying Your WAP
- Identifying Your ZOPA
- Personal Preparation
- Setting the Time and Place
- Establishing Common Ground
- Creating a Negotiation Framework
- The Negotiation Process
- Getting off on the Right Foot
- What to Share
- What to Keep to Yourself
- What to Expect
- Techniques to Try
- How to Break an Impasse
- Three Ways to See Your Options
- About Mutual Gain
- What Do I Want?
- What Do They Want?
- What Do We Want?
- Reaching Consensus
- Building an Agreement
- Setting the Terms of the Agreement
- Being Prepared for Environmental Tactics
- Dealing with Personal Attacks
- Controlling Your Emotions
- Deciding When It’s Time to Walk Away
- Adapting the Process for Smaller Negotiations
- Negotiating via Telephone
- Negotiating via Email
- Choosing the Negotiating Team
- Covering All the Bases
- Dealing with Tough Questions
- Words from the Wise
- Review of Parking Lot
- Lessons Learned
- Completion of Action Plans and Evaluations
FREE
Interested in course?
Course Type: Instructor Led