ELEV-MW 007: Negotiation Skills

The following is the course description for the Negotiation Skills Course:

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

Course Objectives: 

Research has consistently demonstrated that when clear goals are associated with learning that the learning occurs more easily and rapidly. With that in mind, let’s review our goals for today.  

You Will:

By the end of this workshop, participants will be able to: 

• Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating
• Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA
• Lay the groundwork for negotiation
• Identify what information to share and what to keep to yourself
• Understand basic bargaining techniques

 

Target Student:

Course Core Competencies:

Module One: Understanding Negotiation 

Topic A: Types of Negotiations

Topic B: The Three Phases

Topic C: Skills for Successful Negotiating

Module Two: Getting Prepared 

Topic A: Establishing Your WATNA and BATNA

Topic B: Identifying Your WAP

Topic C: Identifying Your ZOPA

Topic D: Personal Preparation

Module Three: Laying the Groundwork 

Topic A: Setting the Time and Place

Topic B: Establishing Common Ground

Topic C: Creating a Negotiation Framework

Topic D: The Negotiation Process

Module Four: Phase One — Exchanging Information 

Topic A: Getting Off on the Right Foot

Topic B: What to Share

Topic C: What to Keep to Yourself

Module Five: Phase Two — Bargaining 

Topic A: What to Expect

Topic B: Techniques to Try

Topic C: How to Break an Impasse

Module Six: About Mutual Gain 

Topic A: Three Ways to See Your Options

Topic B: About Mutual Gain

Topic C: Creating a Mutual Gain Solution

Topic D: What Do I Want?

Topic E: What Do They Want?

Topic F: What Do We Want?

Module Seven: Phase Three — Closing 

Topic A: Reaching Consensus

Topic B: Building an Agreement

Topic C: Setting the Terms of the Agreement

Module Eight: Dealing with Difficult Issues 

Topic A: Being Prepared for Environmental Tactics

Topic B: Dealing with Personal Attacks

Topic C: Controlling Your Emotions

Topic D: Deciding When It’s Time to Walk Away

Module Nine: Negotiating Outside the Boardroom 

Topic A: Adapting the Process for Smaller Negotiations

Topic B: Negotiating via Telephone

Topic C: Negotiating via Email

Module Ten: Negotiating on Behalf of Someone Else 

Topic A: Choosing the Negotiating Team

Topic B: Covering All the Bases

Topic C: Dealing with Tough Questions