Negotiation Skills

1 Day

Introduction

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. The art of successful negotiation is the careful exploration of opposing positions with the goal of achieving a positive outcome.

During 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 workshop will give you a sense of understanding your opponent and have the confidence to not settle for less than you feel is fair.

Programme Objectives:

• 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
• Apply strategies for identifying mutual gain
• Understand how to reach consensus and set the terms of agreement
• Deal with personal attacks and other difficult issues
• Use the negotiating process to solve everyday problems
• Negotiate on behalf of someone else

Method and Approach

This programme will involve the use of slides, handout material, work manual with all instructor notes and slides, examples of best practice, appropriate videos and appropriate video material.

The use of flip-charts, syndicate workshops and reporting back sessions will encourage a fully participative and enjoyable event. Delegates will be encouraged to participate actively in relating previous work experiences.

Who Should Attend

All team members looking to improve their personal negotiation competency and raise their confidence in dealing with a range of workplace negotiation situations.

Course Content

This one-day workshop will cover the following subjects:

Module One: Getting Started

• Introduction to the course
• 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
• Lessons Learned
• Completion of Action Plans and Evaluations