Course Outline
Module One: Getting Started
- Icebreaker
- Housekeeping Items
- The Parking Lot
- 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
Module Twelve: Wrapping Up
- Words from the Wise
- Review of Parking Lot
- Lessons Learned
- Completion of Action Plans and Evaluations
