▲PARNELL Learning www.parnell-learning.com

Negotiation Skills 

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.

Negotiation Skills Course Outline:

Module One: Getting Started
Icebreaker - Ground rules - The parking lot - Workshop objectives - Action plans and evaluation forms
Module Two: Understanding Negotiation
Types of Negotiations - The Three Phases - Skills for Successful Negotiating
Module Three: Getting Prepared
Establishing your WATNA and BATNA - Identifying your WAP - Identifying the ZOPA - Personal Preparation
Module Four: Laying the Groundwork
Setting the Time and Place - Establishing Common Ground - Creating A Negotiation Framework
Module Five: Phase One – Exchanging Information
Getting off on the Right Foot - What to Share - What to Keep to Yourself
Module Six: Phase Two – Bargaining
What to Expect - Techniques to Try - How to Break an Impasse
Module Seven: About Mutual Gain
Three Ways to See Your Options - About Mutual Gain - Creating a Mutual Gain Solution
Module Eight: Phase Three – Closing
Reaching Consensus - Building an Agreement - Setting the Terms of the Agreement
Module Nine: 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 Ten: Negotiating Outside the Boardroom
Adapting the Process for Smaller Negotiations - Negotiating via Telephone - Negotiating via E-mail
Module Eleven: Negotiating on Behalf of Someone Else
Choosing the Negotiating Team - Covering All the Bases - Dealing with Tough Questions
Module Twelve: Wrapping Up
Words from the Wise - Review of Parking Lot - Lessons Learned - Completion of Action Plans and Evaluations