VTEC Training
Course Code: 19296
Negotiation Skills
VTEC Training
Portland,
ME
Class Dates:
7/26/2023
9/27/2023
Length:
1 Days
Cost:
$295.00
Class Time:
Technology:
Business
Delivery:
Instructor-Led Training, Virtual Instructor-Led Training
Overview
- Course Overview
- 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.
Prerequisites
Course Details
- One: Getting Started
- Workshop Objectives
- Two: Understanding Negotiation
- The Three Phases
- Skills for Successful Negotiating
- Three: Getting Prepared
- Establishing Your WATNA and BATNA
- Identifying Your WAP
- Identifying Your ZOPA
- Personal Preparation
- Four: Laying the Groundwork
- Setting the Time and Place
- Establishing Common Ground
- Creating a Negotiation Framework
- The Negotiation Process
- Five: Phase One — Exchanging Information
- Getting off on the Right Foot
- What to Share
- What to Keep to Yourself
- Six: Phase Two — Bargaining
- What to Expect
- Techniques to Try
- How to Break an Impasse
- Seven: About Mutual Gain
- Three Ways to See Your Options
- About Mutual Gain
- What Do I Want?
- What Do They Want?
- What Do We Want?
- Eight: Phase Three — Closing
- Reaching Consensus
- Building an Agreement
- Setting the Terms of the Agreement
- Nine: Dealing with Difficult Issues
- Being Prepared for Environmental Tactics
- Dealing with Personal Attacks
- Controlling Your Emotions
- Deciding When It’s Time to Walk Away
- Ten: Negotiating Outside the Boardroom
- Adapting the Process for Smaller Negotiations
- Negotiating via Telephone
- Negotiating via Email
- Eleven: Negotiating on Behalf of Someone Else
- Choosing the Negotiating Team
- Covering All the Bases
- Dealing with Tough Questions
- Wrapping Up
- Words from the Wise
- Lessons Learned
- Completion of Action Plans and Evaluations