Negotiation Skills
Course Objectives
Research has consistently demonstrated that when clear goals are associated with learning that the learning occurs more easily and rapidly. With that in mind, let’s review our goals for this course
By the end of this training, 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
Table of Contents
Module Two: Understanding Negotiation.
Module Three: Getting Prepared.
Module Four: Laying the Groundwork.
Module Five: Phase One — Exchanging Information.
Module Six: Phase Two — Bargaining.
Module Seven: About Mutual Gain.
Module Eight: Phase Three — Closing.
Module Nine: Dealing with Difficult Issues.
Module Ten: Negotiating Outside the Boardroom.
