Negotiating is about resolving differences. People who can master the process of negotiation find they can save time and money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in their communities when they understand how to negotiate well. Negotiating is a fundamental fact of life. Whether you are working on a project or fulfilling support duties, this workshop will provide you with a basic comfort level to negotiate in any situation.

This course includes techniques to promote effective communication and gives you techniques for turning face-to-face confrontation into side-by-side problem solving:

• How often we all negotiate and the benefits of good negotiation skills.
• The importance of preparing for the negotiation process, regardless of the circumstances.
• The various negotiation styles and their advantages and disadvantages.
• Strategies for dealing with tough or unfair tactics.
• Skills in developing alternatives and recognizing options.
• Basic negotiation principles, including BATNA, WATNA, WAP, and the ZOPA.

Course Content

Lessons

Module One: Getting Started

Module Two: Understanding Negotiation

Module Three: Getting Prepared

Module Four: Laying the Groundwork

Module Five: Phase One — Exchanging Information

Module Six: Phase Two — Bargaining

Module Seven: About Mutual Gain

Module Eight: Phase Three — Closing

Module Nine: Dealing with Difficult Issues

Module Ten: Negotiating Outside the Boardroom

Module Eleven: Negotiating on Behalf of Someone Else

Module Twelve: Wrapping Up