Negotiations Skills

Career Development


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. Through this workshop participants will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.

The Negotiation Skills workshop will give participants a sense of understanding their opponent and have the confidence to not settle for less than they feel is fair. Participants will learn that an atmosphere of respect is essential, as uneven negations could lead to problems in the future.

Negotiation Skills Course Outline:

Module One: Getting Started
Workshop Objectives

Module Two: Understanding Negotiation
The Three Phases
Skills for Successful Negotiating

Module Three: Getting Prepared
Establishing Your WATNA and BATNA
Identifying Your WAP
Identifying Your ZOPA
Personal Preparation

Module Four: Laying the Groundwork
Setting the Time and Place
Establishing Common Ground
Creating a Negotiation Framework
The Negotiation Process

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
What Do I Want?
What Do They Want?
What Do We Want?

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 Email

Module Eleven: Negotiating on Behalf of Someone Else
Choosing the Negotiating Team
Covering All the Bases
Dealing with Tough Questions

  • Negotiation Skills
  • Negotiation Skills - Pre-Assignment
  • 2. Understanding Negotiation
  • Module 02 Case Study
  • Quiz - module 2
  • 3. Getting Prepared
  • Module 03 Case Study
  • Quiz - module 3
  • 4. Laying the Groundwork _Negotiation Skills_
  • Module 04 Case Study
  • Quiz - module 4
  • 5. Phase One - Exchanging Information _Neg. Skills_
  • Module 05 Case Study
  • Quiz - module 5
  • 6. Phase 2 - Bargaining _neg. skills_
  • Module 06 Case Study
  • Quiz - module 6
  • 7. About Gain _Neg. Skills_
  • Module 07 Case Study
  • Quiz - module 7
  • 8. Phase 3-closing _Neg. Skills_
  • Module 08 Case Study
  • Quiz - module 8
  • 9. Dealing with Difficult Issues _neg. skills_
  • Module 09 Case Study
  • Quiz - module 9
  • 10. Negotiating Outside the boardroom. _Neg. skills_
  • Module 10 Case Study
  • Quiz - module 10
  • 11. Negotiating on Behalf of Someone Else
  • Module 11 Case Study
  • Quiz - module 11
  • Recommended Reading List - Negotiation Skills
  • Closing
Completion rules
  • All units must be completed
  • Leads to a certification with a duration: Forever