Negotiating for Results

Overview:

Negotiating is about resolving differences. People who can master the process of negotiation find they can save time and money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in their communities when they understand how to negotiate well.

Negotiating is a fundamental fact of life. Whether you are working on a project or fulfilling support duties, this workshop will provide you with a basic comfort level to negotiate in any situation. This interactive workshop includes techniques to promote effective communication and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.

What Will Students Learn?

Understand how often we all negotiate and the benefits of good negotiation skills.
Recognize the importance of preparing for the negotiation process, regardless of the circumstances.
Identify the various negotiation styles and their advantages and disadvantages.
Develop strategies for dealing with tough or unfair tactics.
Gain skill in developing alternatives and recognizing options.
Understand basic negotiation principles, including BATNA, WATNA, WAP, and the ZOPA.

What Topics are Covered?

What is negotiation?
The successful negotiator
Preparing for negotiation
Making the right impression
Getting off to a good start
Exchanging information
The bargaining stage
Reaching mutual gain and moving beyond “no”
Dealing with negative emotions
Moving from bargaining to closing
Solution types

What’s Included? Instruction by an expert facilitator, small interactive classes, manual & course materials and certificate