Negotiation Skills

Name: Negotiation Skills
SKU: ED-NS
Price: 395 USD
Availability: InStock

ED-NS

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Product Details

Negotiation Skills

Although people often think of boardrooms, suits, and million dollar deals when they hear the word negotiation, the truth is that we negotiate all the time. For example, have you ever:

Decided where to eat with a group of friends?
Decided on chore assignments with your family?
Asked your boss for a raise?

These are all situations that involve negotiating! The Negotiation Skills Course will give participants an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved..

You will learn to:

Define coaching, mentoring and the GROW model.
Identify and set appropriate goals using the SMART technique of goal setting.
Identify the steps necessary in defining the current state or reality of your employee’s situation.
Identify the steps needed in defining options for your employee and turn them into a preliminary plan.
Identify the steps in developing a finalized plan or wrapping it up and getting your employee motivated to accomplish those plans.
Identify the benefits of building and fostering trust with your employee.
Identify the steps in giving effective feedback while maintaining trust.
Identify and overcoming common obstacles to the growth and development of your employee.
Identify when the coaching is at an end and transitioning your employee to other growth opportunities.
Identify the difference between mentoring and coaching, using both to enable long-term development through a positive relationship with your employee.

Workshop Materials

Comprehensive Participant Workbook
Quick Reference Material
Certificate of Completion

Negotiation Skills Course Outline:

Module One: Getting Started

Workshop Objectives
Pre-Assignment

Icebreaker
Ground Rules
The Parking Lot
Action Plans And Evaluation Forms

Module Two: Understanding Negotiation

The Three Phases
Skills for Successful Negotiating

Module Three: Getting Prepared

Establishing Your WATNA and BATNA
Identifying Your WAP
Identifying Your ZOPA
Personal Preparation

Module Four: Laying the Groundwork

Setting the Time and Place
Establishing Common Ground
Creating a Negotiation Framework
The Negotiation Process

Module Five: Phase One — Exchanging Information

Getting off on the Right Foot
What to Share
What to Keep to Yourself

Module Six: Phase Two — Bargaining

What to Expect
Techniques to Try
How to Break an Impasse

Module 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?

Module Eight: Phase Three — Closing

Reaching Consensus
Building an Agreement
Setting the Terms of the Agreement

Module 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

Module Ten: Negotiating Outside the Boardroom

Adapting the Process for Smaller Negotiations
Negotiating via Telephone
Negotiating via Email

Module Eleven: Negotiating on Behalf of Someone Else

Choosing the Negotiating Team
Covering All the Bases
Dealing with Tough Questions

Module Twelve: Wrapping Up

Words from the Wise
Review of Parking Lot
Lessons Learned
Completion of Action Plans and Evaluations

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