Integrated Performance Improvement

Strategic Negotiation Skills

Introduction:

Students will learn the essential strategies and techniques needed to guide negotiations from opening discussions through to a positive result. Students will leave with practical solutions to negotiating effectively.

Private classes on this topic are available. We can address your organization’s issues, time constraints, and save you money, too. Contact us to find out how.

Objectives:

Develop the necessary skills to negotiate like a pro
Prepare for a negotiation applying best practices
Utilize industry-standard tools and techniques
Create your Best Alternative to a Negotiated Agreement (BATNA)
Build common ground and consensus in your negotiation strategies
Negotiate with experts to develop your skills for success

Course Outline:

1. Negotiation Introduced

  • Identifying Integrative and Distributive Negotiation Types
  • Understanding the Three Phases of Negotiation
  • Strengthening Negotiation Skills

2. Preparing for Your Negotiation

  • Establishing Personal Boundaries
  • Deciding on Your WATNA and BATNA and Negotiating Based on Them
  • Preparing and Sticking to Your Plan
  • Negotiation Strategies

3. Negotiation Process for Success

  • Setting the Time and Place
  • Avoiding Negative Environments
  • Establishing Common Ground and Building Momentum
  • Creating a Negotiation Framework, Agreeing on Issues, and Maintaining a Positive Framework
  • Working through the Five Steps of Negotiation

4. Best Practices

  • Starting Off on the Right Foot
  • What to Share and What to Keep to Yourself
  • Knowing What to Expect
  • Utilizing the Top Ten Negotiation Techniques
  • Managing an Impasse

5. Negotiation Tools & Techniques

  • Reviewing the Three Ways to See Your Options
  • Creating a Mutual Gain Solution
  • Agreeing on Wants – Working with What You Want and What They Want

6. Consensus & Agreement

  • Building Consensus
  • Consolidating and Finalizing an Agreement
  • Controlling Your Emotions and Dealing with Personal Attacks
  • Walking Away When Necessary

Enroll in this course

$1,195.00$1,495.00

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