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Negotiation Skills for Results

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Course FAQ

Who is this course for?

This workshop is for new managers, sales representative, or who are interested in a managerial and sales position, as well as leaders and other positions who frequently deal with people. 

This two-day interactive course includes techniques to promote effective communication and will help participants turn face-to-face confrontation into side-by-side problem solving. Negotiation is all about resolving differences, and when done effectively, can save time and money, develop a higher degree of satisfaction with outcomes at home and work, and earn greater respect in their communities.

What are the outcomes of the two-day workshop?

It will teach participants:

  • The benefits of good negotiation skills and how often they're used

  • The importance of preparing for the negotiation process

  • The various negotiation principles and styles, along with their advantages and disadvantages, including BATNA, WATNA, WAP, and the ZOPA

  • Strategies for dealing with tough or unfair tactics

  • Skills in developing alternatives and recognising options for successful negotiations


Course overview structure and key elements of the day

1.  Arrival

You will spend the first part of the day getting to know fellow participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.

2.  Pre-Assignment Review

To begin, participants will explore the different types of negotiation (including positional bargaining) and the phases of negotiation.

3.  Making the Transition

Next, participants will explore key attributes of a successful negotiator.

4. Elements of Negotiation

During this session, participants will learn the elements of preparing for negotiation: identifying your fears and hot buttons; doing research into your issues and the opponent’s issues; and preparing your WAP, BATNA, WATNA, and ZOPA.


5.  Tips on Preparation

This session will give participants some tips on preparing their documentation and choosing a place for the negotiation.

6.  Making the Right Impression

Next, participants will learn the importance of self-presentation during the negotiation, including small talk, attire, first impressions, and their handshake.

7. Getting Off to a Good Start

During this session, participants will explore how to establish common ground, how to use ground rules, how to exchange information, and what to do if the negotiation gets off to a bad start to ensure control over the whole ordeal.

8.  The Bargaining Stage

Participants will learn six techniques for negotiating success. They will also have an opportunity to practice and observe these techniques through a role play.

9. Reaching Mutual Gain

Next, participants will learn about four obstacles to mutual gain and how to turn them into negotiation advantages.

10. Moving Beyond "No"

This session will look at ways to get past no and how to break an impasse, so that you can get to “yes.” Participants will also explore some ways to deal with negative behaviours during a negotiation. 

11. Moving from Bargaining to Closing

Next, participants will learn how to tell when it’s time to move from the bargaining phase to the closing phase, and discuss ways to build win-win solutions, achieve a sustainable agreement, and reach consensus.

12. Workshop Wrap-Up

At the end of the course, students will have an opportunity to ask questions and fill out an action plan.

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