Negotiation Skills

1 Getting Started
• Icebreaker
• Ground rules
• The parking lot
• Workshop objectives
• Action plans and evaluation forms

2 Understanding Negotiation
• Types of Negotiations
• The Three Phases
• Skills for Successful Negotiating

3 Getting Prepared
• Establishing your WATNA and BATNA
• Identifying your WAP
• Identifying the ZOPA
• Personal Preparation

4 Laying the Groundwork
• Setting the Time and Place
• Establishing Common Ground
• Creating A Negotiation Framework

5 Phase One – Exchanging Information
• Getting off on the Right Foot
• What to Share
• What to Keep to Yourself

6 Phase Two – Bargaining
• What to Expect
• Techniques to Try
• How to Break an Impasse

7 About Mutual Gain
• Three Ways to See Your Options
• About Mutual Gain
• Creating a Mutual Gain Solution

8 Phase Three – Closing
• Reaching Consensus
• Building an Agreement
• Setting the Terms of the Agreement

9 Dealing with Difficult Issues
• Being Prepared for Environmental Tactics
• Dealing with Personal Attacks
• Controlling Your Emotions
• Deciding When It’s Time to Walk Away

10 Negotiating Outside the Boardroom
• Adapting the Process for Smaller Negotiations
• Negotiating via Telephone
• Negotiating via E-mail

11 Negotiating on Behalf of Someone Else
• Choosing the Negotiating Team
• Covering All the Bases
• Dealing with Tough Questions

12 Wrapping Up
• Words from the Wise
• Review of Parking Lot
• Lessons Learned
• Completion of Action Plans and Evaluations