Effective Negotiation Skills
Welcome to the Effective Negotiation Skills workshop. Although people often think of boardrooms, suits, and million dollar deals when they hear the word “negotiation,” 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.
Research has consistently demonstrated that when clear goals are associated with learning that the learning occurs more easily and rapidly. With that in mind, let’s review our goals for today.
By the end of this 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
- 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
The purpose of the Pre-Assignment is to get you thinking about the negotiation process.
As a pre-assignment, think about what you consider the characteristics of a successful negotiator.
All Business People
Module One: Understanding Negotiation
Types of Negotiations
The Three Phases
Skills for Successful Negotiating
Module Two: Getting Prepared and Laying Ground Work
Establishing Your WATNA and BATNA
Identifying Your WAP
Identifying Your ZOPA
Laying the Groundwork
Setting the Time and Place
Establishing Common Ground
Creating a Negotiation Framework
The Negotiation Process
Module Three: Phase One — Exchanging Information
Getting Off on the Right Foot
What to Share
What to Keep to Yourself
Phase Two — Bargaining
What to Expect
Techniques to Try
How to Break an Impasse
Phase Three — 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?
Phase Four — Closing
Building an Agreement
Setting the Terms of the Agreement
Module Four: Dealing with Difficult Issues
Being Prepared for Environmental Tactics
Dealing with Personal Attacks
Controlling Your Emotions
Deciding When It’s Time to Walk Away
Module Five: Negotiating Outside the Boardroom
Adapting the Process for Smaller Negotiations
Negotiating via Telephone
Negotiating via Email
Module Six: Negotiating on Behalf of Someone Else
Choosing the Negotiating Team
Covering All the Bases
Dealing with Tough Questions
Live Workshop: 2 Days (Recommended) or 1Day (Compact)
2 Days (Recommended)
8 pax & above = SGD316/pax
4-7 pax = SGD456/pax
1 Day Compact Workshop
8 pax & above = SGD158/pax
4-7 pax = SGD228/pax
Full Length: 8 Hours X 2 Days/ 3 Hours X 5 Days + One Hour of Self Directed Work. ($2250 Nett)
(Max 15 participants)
Compact: 8 Hours X 1 Day/ 2.5 Hours X 3 Days + One Hour of Self Directed Work. ($1250 Nett)
(Max 15 participants)
Power Compact: 3 Hours Session / $450 Per session (Max 15 participants)