Strategic Negotiation Skills ISI-1587

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 negotiate effectively.

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.

• 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

Module 1: Negotiation Introduced

• Identifying Integrative and Distributive Negotiation Types
• Understanding the Three Phases of Negotiation
• Strengthening Negotiation Skills

Module 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

Module 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

Module 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

Module 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

Module 6: Consensus & Agreement

• Building Consensus
• Consolidating and Finalizing an Agreement
• Controlling Your Emotions and Dealing with Personal Attacks
• Walking Away When Necessary

There are no prerequisites for this course.