Objectives and Outcomes:
By the end of this training workshop 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 to influence
• Apply strategies for identifying mutual gain
• Understand how to reach consensus and set the terms of agreement
• Deal with personal attacks and other difficult issues
• Use the negotiating process to solve everyday problems
• Negotiate on behalf of someone else
• Identify the communication style needed for the situation and the various body language used during negotiations
Overview and Methodology:
This activity-based learning workshop will be delivered using various methodologies. The course workshop is designed to be interactive and participatory through its learning tools.
Learning tools will include, but not limited to, a mix of the following within the workshop, based on the relevant content: Role Plays, Individual Activities, Group Activities, Round-Table Discussions, Group Debates, Group Judging Panels, Self-Assessments, Feedback, Active-Learning Slides, Case Studies (Videos), and Case Studies (Experience Sharing Activities).
Module 1 – Introduction
o Meet & Greet
o Training Objectives
Module 2 – Understanding Negotiation
o Types of Negotiations
o The Three Phases
o Skills for Successful Negotiating
Module 3 – Getting Prepared
o Establishing Your WATNA and BATNA
o Identifying Your WAP
o Identifying Your ZOPA
o Personal Preparation of Communication Styles
o Body Language for Negotiation and Influencing
Module 4 – Laying the Groundwork
o Setting the Time and Place
o Establishing Common Ground
o Creating a Negotiation Framework
o The Negotiation Process
Module 5 – Phase One: Exchanging Information
o Getting Off on the Right Foot
o What to Share
o What to Keep to Yourself
Module 6 – Phase Two: Bargaining
o What to Expect
o Techniques to Try
o How to Break an Impasse
Module 7 – Highlight on Mutual Gain: Win-Win Situation
o Three Ways to See Your Options
o About Mutual Gain
o Creating a Mutual Gain Solution
o What Do I Want?
o What Do They Want?
o What Do We Want?
Module 8 – Phase Three: Closing
o Reaching Consensus
o Building an Agreement
o Setting the Terms of the Agreement
Module 9 – Dealing with Difficult Issues
o Being Prepared for Environmental Tactics
o Dealing with Personal Attacks
o Controlling Your Emotions
o Deciding When It’s Time to Walk Away
Module 10 – Negotiating Outside the Boardroom
o Adapting the Process for Smaller Negotiations
o Negotiating via Telephone
o Negotiating via Email
Module 11 – Negotiating on Behalf of Someone Else
o Choosing the Negotiating Team
o Covering All the Bases
o Dealing with Tough Questions
Module 12 – Summary of Training, Feedback, and Certificates Awarding