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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!

COURSE OUTLINE:


Getting Started

  • Icebreaker
  • Housekeeping Items
  • The Parking Lot
  • Workshop Objectives

Understanding Negotiation

  • The Three Phases
  • Skills for Successful Negotiating

Getting Prepared

  • Establishing Your WATNA and BATNA
  • Identifying Your WAP
  • Identifying Your ZOPA
  • Personal Preparation

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

  • Reaching Consensus
  • 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

Wrapping Up

  • Words from the Wise
  • Review of Parking Lot
  • Lessons Learned
  • 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.

Find a class and register in three easy steps:
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    • C Classroom
    • V Virtual Live
    • Cv In-Class Virtual
    • O Online
Virtual Live5/21/2018 8:00:00 AM<span class="course-type type-v" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'VILT')" onmouseout="clearHoverInfo()">V</span>1 day395.002891186
CT Bloomfield5/21/2018 8:00:00 AM<span class="course-type type-cv" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'HVILT')" onmouseout="clearHoverInfo()">Cv</span>1 day395.003002279
Virtual Live6/12/2018 8:00:00 AM<span class="course-type type-v" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'VILT')" onmouseout="clearHoverInfo()">V</span>1 day395.002891190
CA Anaheim6/12/2018 8:00:00 AM<span class="course-type type-cv" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'HVILT')" onmouseout="clearHoverInfo()">Cv</span>1 day395.003002248
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