Negotiations Skills

Course details

Negotiation is often thought of as a contest in which one side wins and the other side loses. The truth is that we negotiate every day with a view toward meeting our needs without antagonizing or defeating others. Whether allocating resources, funding new projects, or as part of the sales/purchasing process, everyone is involved in negotiation. Learn to negotiate while seeking to positively influence the outcome.

Course Objectives:

By the end of the course, participants will be able to:

• Understand and define “negotiation”
• Adopt a “win/win” approach to negotiations
• Understand and apply the stages of negotiations
• Understand negotiation styles and when to appropriately use different ones
• Use negotiation tactics effectively

Course Outline:

Defining Negotiations

Stages of the Negotiation Process

Planning for negotiations:

• Identifying alternatives
• Negotiation ethics

Conducting Negotiations

• Behaviors of successful negotiators
• Simulation: Role play

Negotiation Styles

• Assessing your style
• Five negotiation styles
• Broadening your negotiation style

Using and Responding to Tactics

• The negotiation process
• Identifying tactics
• Common tactics

Establishing Your Terms of Agreement

• The process of identifying objectives
• The process of establishing requirements

Advanced Negotiating Tactics

• Control in negotiations
• Negotiation tactics
• Negotiation ethics