By the end of this training course participants will be able to:
Define negotiation and Identify steps for proper negotiation preparation.
How to negotiate effectively with different personality styles.
Define principled negotiation and identify the four steps in the negotiation process.
Learn bargaining techniques and strategies of inventing options for mutual gain and move negotiations from bargaining to closing.
Outline of topics
Module 1 : Introduction to negotiation
Identify the qualities of successful and unsuccessful negotiators.
Define negotiation and provide examples of when you have negotiated in and outside work.
Identify a negotiation situation you will practice during class.
Module 2 : Personality types
Explain the benefits of knowing personality styles.
Explain the behaviors as well as the strengths/weaknesses of each personality style.
Identify your own personality style.
Identify how to work more effectively with each personality style while negotiating.
Module 3 : The Negotiation Process
Explain how to choose a negotiation strategy based on relationship and results.
Define positional bargaining.
Identify the differences between ” Soft” and ” Hard” negotiating.
Define principled negotiation.
Identify the four steps in the negotiation process.
Module 4: Preparing for negotiation
Identify fears and ” hot buttons ” as well as strategies to overcome them.
Identify areas to research on your side and on your opponent’s side.
Define your BATNA (best alternative to a negotiation agreement), WATNA (worst alternative to a negotiation agreement), WAP (walk away point) and ZOPA (zone of possible agreement).
Skill practice: Prepare for your personal negotiation situation.
Module 5: Opening the negotiation
Explain how to create a positive first impression.
Explain the importance of “small talk” and finding common ground in negotiation.
Explain how setting ground rules can influence a negotiation.
Identify important negotiation ground rules.
Module 6: Exchange information and bargain
Explain how to initially exchange information.
Identify contingency plans for unfavorable situations.
Explain bargaining techniques.
Explain strategies for inventing options for mutual gain.
Module 7: Handle opposition
Explain strategies to bring your opponent from NO to YES.
Identify strategies to deal with negative emotions.
Module 8: Close the negotiation
Explain how to move from bargaining to closing.
Explain the closing process.
Practice your personal negotiation situation and get feedback from other participants.
Competitive review game – An Exciting review challenge (Power Point Game) to end your training on a high note!
What do I get exactly?
You receive a zipped file instantly upon purchase that includes the following in MS office format
Trainer Guide (80 Pages).
Student workbook (115 Pages).
Slide deck (91 slides).
Personality type assessment questionnaire.
Bonus activities ( 22 activities ).
Training support documents ( Training evaluation forms, 5 certificate templates, program outline).
You will receive a secure link by email to download your purchase immediately after purchase.
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