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This workshop will give participants an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved.
TARGET AUDIENCE: Business professionals who may or may not be in a supervisory position and want to learn negotiating skills.
COURSE OBJECTIVES: 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. For example, have you ever: decided where to eat with a group of friends? Decided on the chore assignments with your family> Asked your boss for a raise? These are all situations that involve negotiating!
The Parking Lot
The Three Phases
Skills for Successful Negotiating
Establishing Your WATNA and BATNA
Identifying Your WAP
Identifying Your ZOPA
Laying the Groundwork
Setting the Time and Place
Establishing Common Ground
Creating a Negotiation Framework
The Negotiation Process
Phase One - Exchanging Information
Getting off on the Right Foot
What to Share
What to Keep to Yourself
Phase Two - Bargaining
What to Expect
Techniques to Try
How to Break an Impasse
About Mutual Gain
Three Ways to See Your Options
About Mutual Gain
What Do I Want?
What Do They Want?
What Do We Want?
Phase Three - Closing
Building an Agreement
Setting the Terms of the Agreement
Dealing with Difficult Issues
Being Prepared for Environmental Tactics
Dealing with Personal Attacks
Controlling Your Emotions
Deciding When It’s Time to Walk Away
Negotiating Outside the Boardroom
Adapting the Process for Smaller Negotiations
Negotiating via Telephone
Negotiating via Email
Negotiating on Behalf of Someone Else
Choosing the Negotiating Team
Covering All the Bases
Dealing with Tough Questions
Words from the Wise
Review of Parking Lot
Completion of Action Plans and Evaluations
Virtual Negotiation Skills Online Live training option Imagine an industry-leading classroom training experience from wherever you have access to the Internet.
The Virtual Online Live events listed here gives you an effective and proven online virtual learning experience with the freedom to attend virtually from anywhere.
There is also an option of experiencing Online Live from one of the many national partner centers where a computer and headset will be provided for you.
This rich and engaging virtual classroom environment lets you conveniently interact with instructors and other students.
You will hear and see your instructor as they teach the course and answer your questions via voice or text.
Choose the online live virtual training option and you can access the recorded version even after the class has finished.
The onDemand labs give you access to the same client and server technologies covered in class so you can test, apply and hone your skills by accessing the labs before and even after the class.
Technical Requirements: a computer or laptop with a modern browser and high speed internet access along with one or two monitors.