COURSE OVERVIEW

Negotiating is about resolving differences. People who can master the process of negotiation find they can save time and money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in their communities when they understand how to negotiate well. Negotiating is a fundamental fact of life. Whether you are working on a project or fulfilling support duties, this workshop will provide you with a basic comfort level to negotiate in any situation.

KEY SUBJECT AREAS

• What is negotiation?
• The successful negotiator.
• Preparing for negotiation.
• Making the right impression.
• Getting off to a good start.
• Exchanging information.
• The bargaining stage.
• Reaching mutual gain and moving beyond “no”.
• Dealing with negative emotions.
• Moving from bargaining to closing.
• Solution types.

LEARNING OUTCOMES

• Understand how often we all negotiate and the benefits of good negotiation skills.
• Recognise the importance of preparing for the negotiation process, regardless of the circumstances.
• Identify the various negotiation styles and their advantages and disadvantages.
• Develop strategies for dealing with tough or unfair tactics.
• Gain skill in developing alternatives and recognising options.
• Understand basic negotiation principles, including BATNA, WATNA, WAP, and the ZOPA.