ELEV-MW 007: Negotiation Skills

ELEV-MW 007: Negotiation Skills

Course Number: ELEV-MW 007

Duration: One day

Course Description:

Negotiation is not limited to boardrooms or high-value contracts. People negotiate daily in professional and personal situations, often without realizing it. Effective negotiation requires preparation, awareness, communication, and mutual respect. Understanding how negotiations unfold and how to approach them strategically helps prevent conflict and supports long-term success.

The Negotiation Skills course helps learners understand the types and phases of negotiation while building confidence to advocate for fair outcomes. Learners will explore key negotiation concepts, preparation strategies, bargaining techniques, and methods for handling difficult situations. Emphasis is placed on creating respectful agreements that support positive relationships and sustainable results.

By the end of this course, learners should be able to:

• Understand the types and phases of negotiation
• Apply core negotiation concepts including WATNA, BATNA, WAP, and ZOPA
• Prepare effectively for negotiations
• Decide what information to share and what to withhold
• Apply basic bargaining techniques

Course Modules:

Module One: Understanding Negotiation

• Types of negotiations
• The three phases
• Skills for successful negotiating

Module Two: Getting Prepared

• Establishing WATNA and BATNA
• Identifying WAP
• Identifying ZOPA
• Personal preparation

Module Three: Laying the Groundwork

• Setting time and place
• Establishing common ground
• Creating a negotiation framework
• Understanding the negotiation process

Module Four: Phase One — Exchanging Information

• Starting the negotiation effectively
• Deciding what to share
• Deciding what to keep private

Module Five: Phase Two — Bargaining

• Knowing what to expect
• Bargaining techniques
• Breaking an impasse

Module Six: Mutual Gain

• Exploring options
• Understanding mutual gain
• Creating shared solutions
• Clarifying individual and shared goals

Module Seven: Phase Three — Closing

• Reaching consensus
• Building agreements
• Setting clear terms

Module Eight: Dealing with Difficult Issues

• Preparing for environmental tactics
• Handling personal attacks
• Managing emotions
• Knowing when to walk away

Module Nine: Negotiating Outside the Boardroom

• Adapting negotiation for smaller situations
• Negotiating by telephone
• Negotiating by email

Module Ten: Negotiating on Behalf of Someone Else

• Choosing the negotiation team
• Covering all responsibilities
• Handling tough questions

The Negotiation Skills course supports learners in building confidence, improving outcomes, and strengthening relationships through effective negotiation strategies. Join now to develop practical negotiation skills that can be applied across professional and everyday situations.