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 — Exchanging Information
• Getting Off on the Right Foot
• What to Share
• What to Keep to Yourself
• Knowledge Check

Module 5:

• Phase Two — 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 — 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 It’s 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