Negotiating for Results

 Courseware Includes:

Student Workbook

Instructor Guide

Activities

Pre-Assignment

Course Outline

Power Point Slides

Suggested Reading

Advertorial

 Intellectual Property:

Unlimited Printing

One time Fee

Customizable Content

People who can master the art of negotiation find they can save time, save money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in the workplace.

Negotiating is a fundamental fact of life at any level. Whether you are working on a project or fulfilling support duties, this workshop will provide you with a basic comfort level to negotiate with both internal and external clients. This interactive workshop includes techniques to promote effective communications and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.

How You Will Benefit:

• Understand how often we all negotiate and the benefits of good negotiation skills
• Recognize the importance of preparing for the negotiation process, regardless of the circumstances
• Identify the various negotiation styles and their advantages and disadvantages
• Develop strategies for dealing with tough or unfair tactics
• Gain skill in developing alternatives and recognizing options
• Have the opportunity to practice the “how to” of these skills in a supportive environment
• Understand basic negotiation principles, including BATNA, WATNA, WAP and the ZOPA

What You Will Cover:

• What is Negotiation?
• The Successful Negotiator
• Preparing for Negotiation
• The Nuts and Bolts
• Making the Right Impression
• Getting off to a Good Start
• Exchanging Information
• The Bargaining Stage
• Inventing Options for Mutual Gain
• Getting Past No and Getting to Yes
• Dealing with Negative Emotions
• Moving from Bargaining to Closing
• The Closing Stage