The Art of Negotiation

Learning Objectives:
Upon completion of this program, participants will be able to:

• Recognize that everyone negotiates
• Understand different negotiation styles through use of the DiSC Profile (OPTIONAL)
• Identify the four objectives of any negotiation
• Understand the elements of the negotiation process
• Follow four logical steps of negotiation
• Describe the characteristics of good negotiators
• Realize how to use 10 negotiation strategies
• Use techniques to break negotiation deadlocks
• Manage people who won’t play by the rules of negotiation

Course Outline:

What Is Negotiation? 

• Definition of negotiation
• Examples of situations where negotiations take place
• What factors make negotiating difficult?

Understanding My Preferred Negotiation Style And Styles Of Others (optional Disc Module)

• Experiencing the DiSC Behavioral Assessment Tool (online tool taken by participants prior to class and participants will bring results to class with them)
• Identifying my preferred negotiation style and the style of others
• Learning flexibility and adaptability to meet customer needs

The Object Of The Game

• Understand the four objectives of negotiation
• The three most important questions to determine your objective.
• The 5 key facts of any negotiation 

The Basic Game Plan

• Describe and analyze the elements of the negotiation process
• Use specific questions to clarify the importance of these elements
• How to base your negotiation strategy

How To Play The Game

• Follow four logical steps in any negotiation
• Use specific tools and techniques of each step of the game
• Application activity

Game Playing Skills

• Describe the skills and personal characteristics of good negotiators
• Access your own negotiation skills

Game Strategies

• Describe 10 negotiation strategies
• Know when to use and not use these strategies
• Know how to respond when these strategies are used on you
• Building agreements application activity

Troubleshooting

• Use 10 techniques for breaking negotiation deadlocks
• Recognize bag-guy behaviors and how to counter the maneuvers
• Manage parties that won’t play by the rules

Personal Action Plan For Improving Negotiation Effectiveness

• How Will I Use These Skills to Improve My Negotiation Skills?
• Develop a Negotiation Plan of Action