The Negotiation Skills course is tailored to enhance the ability to negotiate effectively in various settings. It begins with an introduction to negotiation, exploring the three critical phases and essential skills required for successful negotiating. Participants learn about preparation strategies, including how to establish their WATNA (Worst Alternative To a Negotiated Agreement) and BATNA (Best Alternative To a Negotiated Agreement), and understand their WAP (Walk Away Point) and ZOPA (Zone of Possible Agreement). The course also focuses on personal preparation, laying the groundwork for effective negotiation by setting the right time and place, establishing common ground, and creating a robust negotiation framework.
The course then guides participants through the negotiation process, starting with the first phase of exchanging information, where they learn what to share and what to keep confidential. In the bargaining phase, attendees explore different negotiating techniques and strategies to overcome impasses. Emphasizing the concept of mutual gain, the course encourages looking at options from various perspectives and finding agreements that satisfy all parties involved.
The final phase, closing, focuses on reaching consensus, building agreements, and setting agreement terms. Additionally, the course prepares participants to handle difficult issues like environmental tactics, personal attacks, emotional control, and assessing when to walk away. It also covers negotiating in non-traditional environments such as over the phone or via email and strategies for representing others in negotiations.
This course is ideal for professionals who seek to develop or refine their negotiating skills for more effective and successful outcomes in business and personal interactions.