Negotiating for Results
Training Format
Instructors understand and use up-to-date training techniques and a variety of training methods, including lecturettes, group discussions, case studies, problem solving exercises, and visual aids, to give all participants the best opportunities for learning.
Participants' handbooks will note key points, accommodate handouts, and provide space for individual learning. These workbooks will serve as a reference for individuals upon completion of this course.
Workshop Outline
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1. What is Negotiation? |
2. Types of Negotiators |
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3. Positional Bargaining |
a. Hard vs. soft negotiating |
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b. Problems with positional bargaining |
c. Alternatives to positional bargaining |
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4. The Successful Negotiator |
5. Negotiation Essentials |
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a. Preparation |
b. Organization |
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c. Hot Buttons |
d. BATNA |
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e. WAP |
6. Preparing for Negotiation |
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7. Inventing Options for Mutual Gain |
8. Fear |
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a. Humiliation |
b. Rejection |
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c. Loss of Power |
d. Failure |
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9. Negotiating Challenges |
10. Dealing with Negative Emotions |
Pre-Workshop Assignment:
Participants will be asked bring to the workshop some examples of recent negotiating situations, including a situation they felt they handled well, a situation that could have been handled better, and a situation that they felt uncertain about. Participants will be asked to be prepared to share these examples with others in the group.
