Strategic Negotiation Skills

Students will learn the essential strategies and techniques needed to guide negotiations from opening discussions through to a positive result. Students will leave with practical solutions to negotiating effectively.

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Learning Objectives

After completing this course, students will be able to:

  • Develop the necessary skills to negotiate like a pro
  • Prepare for a negotiation applying best practices
  • Utilize industry standard tools and techniques
  • Create your Best Alternative to a Negotiated Agreement (BATNA)
  • Build common ground and consensus in your negotiation strategies
  • Negotiate with experts to develop your skills for success

     

    Course Details

    Course Outline

    1 - Negotiation Introduced
  • Identifying Integrative and Distributive Negotiation Types
  • Understanding the Three Phases of Negotiation
  • Strengthening Negotiation Skills
  • 2 - Preparing for Your Negotiation
  • Establishing Personal Boundaries
  • Deciding on Your WATNA and BATNA and Negotiating Based on Them
  • Preparing and Sticking to Your Plan
  • Negotiation Strategies
  • 3 - Negotiation Process for Success
  • Setting the Time and Place
  • Avoiding Negative Environments
  • Establishing Common Ground and Building Momentum
  • Creating a Negotiation Framework, Agreeing on Issues, and Maintaining a Positive Framework
  • Working through the Five Steps of Negotiation
  • 4 - Best Practices
  • Starting Off on the Right Foot
  • What to Share and What to Keep to Yourself
  • Knowing What to Expect
  • Utilizing the Top Ten Negotiation Techniques
  • Managing an Impasse
  • 5 - Negotiation Tools & Techniques
  • Reviewing the Three Ways to See Your Options
  • Creating a Mutual Gain Solution
  • Agreeing on Wants – Working with What You Want and What They Want
  • 6 - Consensus & Agreement
  • Building Consensus
  • Consolidating and Finalizing an Agreement
  • Controlling Your Emotions and Dealing with Personal Attacks
  • Walking Away When Necessary
  • Actual course outline may vary depending on offering center. Contact your sales representative for more information.

    Who is it For?

    Target Audience

    Professionals involved in internal and/or external negotiations.

    Strategic Negotiation Skills

    $1,500
    Course Length : 2 Days (16 Hours)
     

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