Negotiation Skills


Negotiation Skills

Being able to negotiate well is critical for any project professional. You need to clarify what you hope to gain from negotiating, as well as understand the other side’s objectives to reach a mutually beneficial result. This course provides essentials tips on how to prepare for negotiation, including managing emotions and understanding what all parties contribute to the process. You will also learn the difference between positions and interests and how to bargain to generate options to find the win-win. The course provides an opportunity to apply concepts taught to a real-life situation and to practice negotiating in a safe environment.

Objectives

  • Develop the skills necessary for successful negotiation.
  • Identify key negotiation concepts and strategies.
  • Learn the key elements in preparing for negotiation to help ensure success.
  • Develop a BATNA (Best Alternative to a Negotiated Agreement) before starting negotiation.
  • Identify what we bring to the negotiation table that could get in the way of successful negotiation.
  • Generate options to getting to a shared agreement
  • Prepare for and practice negotiating in a safe environment

Length and Learning Modes

Live or Virtual Classes; 1 Day; Discounts available for teams and for private offerings.

Format

Live BBBC Course
Live: To help assimilate the tools and techniques learned, there is a mixture of individual and team exercises throughout the course. Lively role-plays will help reinforce the concepts learned. Students can expect a high-level of participation. Each student will receive a comprehensive student manual with supporting handouts.
Virtual BBBC Course
Virtual Classroom: 1 day of web-based eLearning with a live instructor.
In-House BBBC Course
In-House: If you have 10 or more employees seeking training, we will deliver the course at your facility or in a private virtual session.

Development Units

PDUs: 7 CDUs: 7 CEUs: 7

Audience

This course is for anyone who finds themselves needing to improve their negotiating skills in the workplace.

Outline

Negotiation Overview

  • Negotiation defined
  • Negotiation strategies
  • 3 Negotiation approaches
  • Negotiation Process

Preparing your Negotiation Mindset

  • Mental models
  • Personal values
  • Forms of power
  • Managing emotions
  • Identifying your personal hot buttons
  • Cooling down techniques

Prepare for Negotiation

  • Determine if negotiation is your best path
  • Determine negotiation goal
  • Collect relevant information
  • Identify your BATNA
  • Identify your interests under your position
  • Build an effective environment
  • Prepare your opening statements

Negotiation

  • Tips to Remember Before you Begin Negotiating
  • Present your opening statement
  • Exchange information - identify interests
  • Bargain and generate options for mutual gain
  • Finalize agreement & conclude negotiation
  • Overcoming negotiation challenges

HANDOUTS

  • Negotiation planning worksheet
  • Negotiation reference
See All Negotiation Skills Training Courses
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