Negotiation Skills Workshop

Course Duration 1 Day 

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. Through this workshop participants will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.

The Negotiation Skills workshop will give your participants a sense of understanding their
opponent and have the confidence to not settle for less than they feel is fair. Your participants will learn that an atmosphere of respect is essential, as uneven negations could lead to problems in the future.

Course Objectives

At the end of the course participants will be able to :

  • Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating
  • Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA
  • Lay the groundwork for negotiation
  • Identify what information to share and what to keep to yourself
  • Understand basic bargaining techniques
  • Apply strategies for identifying mutual gain
  • Understand how to reach consensus and set the terms of agreement
  • Deal with personal attacks and other difficult issues
  • Use the negotiating process to solve everyday problems
  • Negotiate on behalf of someone else

Course Outline

Understanding Negotiation

Types of Negotiations

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

Creating a Mutual Gain Solution

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

Download this outline as a PDF.

Negotiation Skills Outline – Full Day