Description
Learning Outcome
By the end of the session, participants will be able to:
• Prepare for every negotiation using a structured approach
• Understand the gap between you and the other party
• Recognize a good and bad negotiation
• Build self-confidence for successful negotiations
• Apply tools to solve problems and conduct effective negotiation
Course Content
Introduction to Negotiation
• The definition of negotiation
• The different types of negotiations
• Alternatives to negotiation
• The qualities of successful and unsuccessful negotiators
Getting Prepared For Negotiations
• Establishing your BATNA and WATNA
• Identifying your WAP
• Identifying your ZOPA
• Personal preparation
• The three most common tactics used in negotiations
Preparing To Negotiate
• The importance of rapport building and establishing common ground
• Creating a negotiation framework
• The negotiation process
The Stages Of Negotiation
• Getting off on the right foot
• What to share and what to keep to your self
• Identifying expectations
• How to break an impasse
• Three ways to review your options
• Creating mutual gain solutions
Successful Closing And Agreement
• Reaching a mutual consensus
• Creating an agreement
• Establishing the terms of agreement
Dealing With Difficult Issues
• Being prepared for environmental tactics
• Handling personal criticisms objectively
• Knowing when it is time to walk away
• Dealing with tough questions
