NEGOTIATION SKILLS

• Module 1 :Introduction to negotiation
  • Identify the qualities of successful and unsuccessful negotiators.
  • Define negotiation and provide examples of when you have negotiated in and outside work.
  • Identify a negotiation situation you will practice during class.
• Module 2: Personality types
  • Explain the benefits of knowing personality styles.
  • Explain the behaviors as well as the strengths/weaknesses of each personality style.
  • Identify your own personality style.
  • Identify how to work more effectively with each personality style while negotiating.
• Module 3: Personality types
• • Explain how to choose a negotiation strategy based on relationship and results.
  • Define positional bargaining.
  • Identify the differences between ” Soft” and ” Hard” negotiating.
  • Define principled negotiation.
  • Identify the four steps in the negotiation process.
• Module 4: Preparing for negotiation
• • Identify fears and ” hot buttons ” as well as strategies to overcome them.
  • Identify areas to research on your side and on your opponent’s side.
  • Define your BATNA (best alternative to a negotiation agreement), WATNA (worst alternative to a negotiation agreement), WAP (walk away point) and ZOPA (zone of possible agreement).
  • Skill practice: Prepare for your personal negotiation situation.
• Module 5: Opening the negotiation
• • Explain how to create a positive first impression.
  • Explain the importance of “small talk” and finding common ground in negotiation.
  • Explain how setting ground rules can influence a negotiation.
  • Identify important negotiation ground rules.
• Module 6: Exchange information and bargain
• • Explain how to initially exchange information.
  • Identify contingency plans for unfavorable situations.
  • Explain bargaining techniques.
  • Explain strategies for inventing options for mutual gain.
• Module 7: Handle opposition
• • Explain strategies to bring your opponent from NO to YES.
  • Identify strategies to deal with negative emotions.
• Module 8: Close the negotiation
• • Explain how to move from bargaining to closing.
  • Explain the closing process.
  • Practice your personal negotiation situation and get feedback from other participants.

Duration: 5 days

 Venue: TBA

• Define negotiation and Identify steps for proper negotiation preparation.
• How to negotiate effectively with different personality styles.
• Define principled negotiation and identify the four steps in the negotiation process.
• Learn bargaining techniques and strategies of inventing options for mutual gain and move negotiations from bargaining to closing.