- Course Objectives
Negotiation Skills
Program Overview
Program Content
Instructors
Welcome to the Negotiation Skills workshop. Although people often think of boardrooms, suits, and million dollar deals when they hear the word βnegotiation,β 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! This workshop 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.
Introduction
Module 1
- Understanding Negotiation
- Types of Negotiations
- The Three Phases
- Skills for Successful Negotiating
- Knowledge Check
Module 2
- Getting Prepared
- Establishing Your WATNA and BATNA
- Identifying Your WAP
- Identifying Your ZOPA
- Personal Preparation
- Knowledge Check
Module 3
- Laying the Groundwork
- Setting the Time and Place
- Establishing Common Ground
- Creating a Negotiation Framework
- The Negotiation Process
- Knowledge Check
Module 4
- Phase One β Exchanging Information
- Getting Off on the Right Foot
- What to Share
- What to Keep to Yourself
- Knowledge Check
Module 5
- Phase Two β Bargaining
- What to Expect
- Techniques to Try
- How to Break an Impasse
- Knowledge Check
Module 6
- About Mutual Gain
- Three Ways to See Your Options
- About Mutual Gain
- Creating a Mutual Gain Solution
- What Do I Want?
- What Do They Want?
- What Do We Want?
- Knowledge Check
Module 7
- Phase Three β Closing
- Reaching Consensus
- Building an Agreement
- Setting the Terms of the Agreement
- Knowledge Check
Module 8
- Dealing With Difficult Issues
- Being Prepared for Environmental Tactics
- Dealing With Personal Attacks
- Controlling Your Emotions
- Deciding When Itβs Time to Walk Away
- Knowledge Check
Module 9
- Negotiating Outside the Boardroom
- Adapting the Process for Smaller Negotiations
- Negotiating via Telephone
- Negotiating via Email
- Knowledge Check
Module 10
- Negotiating on Behalf of Someone Else
- Choosing the Negotiating Team
- Covering All the Bases
- Dealing With Tough Questions
- Knowledge Check
Assessment
- Post-Test
Mena Center
Training Programs: 38
Students: 148
Email: training@mena.edu.sa
