Effective Negotiation Skill

Course Description

We do negotiation everyday. Sometimes we succeed and sometimes we don't. This workshop provides practical tools and a clear assessment in a business negotiation with a win-win approach.

Course Objective:

Prepare to negotiate in a business environment.

• Initiate negotiations and follow through on their results.

• Negotiate with your partner.

• Follow through on a completed business negotiation.

• Negotiate in unique business circumstances.

Course Content

Lesson 1: Preparing to Negotiate

• Establish a Successful Mindset

• Research the Other Party

• Determine the Value of the Item Being Negotiated

• Determine Where You'd Like Negotiations to Take Place

• Establish Your Best- and Worst-Acceptable Outcomes

• Research Your Best Alternative to a Negotiated Agreement (BATNA)

Lesson 2: Initiating Negotiation: Establishing the Ground Rules

• Establish Rapport

• Establish Your Status

• Choose the Communication Method for Negotiation

• Establish the Rules of Engagement

• Set a Timeline

• Establish How Negotiation Results Will Be Communicated and Implemented

Lesson 3: Negotiating

• Encourage the Other Party to Issue the First Proposal

• Make the First ProposalTopic

• Counter the Offer or Proposal

• Accept an Offer or Abort Negotiations

• Work Through an Impasse

Lesson 4: Following Through

• Evaluate the Success of the Negotiation

• Follow Up on the Relationship

Lesson 5: Negotiating in Special Circumstances

• Cross-Cultural NegotiationTopic

• Cross-Generational Negotiation

• Negotiation with Supervisors and Subordinates