Negotiation Skills

Module:1 Understanding Negotiation

• Types of Negotiations

• The Three Phases

• Skills for Successful Negotiating

• Knowledge Check

Module:2 Getting Prepared

• Establishing Your WATNA and BATNA

• Identifying Your WAP

• Identifying Your ZOPA

• Personal Preparation

• Knowledge Check

Module:3 Laying the Groundwork

• Setting the Time and Place

• Establishing Common Ground

• Creating a Negotiation Framework

• The Negotiation Process

• Knowledge Check

Module:4  Phase One — Exchanging Information

• Getting Off on the Right Foot
• What to Share
• What to Keep to Yourself
• Knowledge Check

Module:5 Phase Two — Bargaining

• What to Expect

• Techniques to Try

• How to Break an Impasse

• Knowledge Check

Module:6 About Mutual Gain

• Three Ways to See Your Options

• About Mutual Gain

• Creating a Mutual Gain Solution

• What Do I Want?

• What Do They Want?

• What Do We Want?

• Knowledge Check

Module:7 Phase Three — Closing

• Reaching Consensus

• Building an Agreement

• Setting the Terms of the Agreement

• Knowledge Check

Module:8 Dealing With Difficult Issues

• Being Prepared for Environmental Tactics

• Dealing With Personal Attacks

• Controlling Your Emotions

• Deciding When It’s Time to Walk Away

• Knowledge Check

Module:9 Negotiating Outside the Boardroom

• Adapting the Process for Smaller Negotiations

• Negotiating via Telephone

• Negotiating via Email

• Knowledge Check

Module:10 Negotiating on Behalf of Someone Else

• Choosing the Negotiating Team

• Covering All the Bases

• Dealing With Tough Questions

• Knowledge Check