CMP 359 NEGOTIATION SKILLS FOR LEADERS
CMP 359 NEGOTIATION SKILLS FOR LEADERS
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An interactive 2-day course for those who want to build their negotiation skills for the best outcomes
An interactive 2-day course for those who want to build their negotiation skills for the best outcomes
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 course you will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.
This course will give you a sense of understanding your opponent and have the confidence to not settle for less than you feel is fair. You will learn that an atmosphere of respect is essential, as uneven negations could lead to problems in the future.
Objectives
Objectives
Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA
Lay the groundwork for negotiation
Identify what information to share and what to keep to yourself
Apply strategies for identifying mutual gain
Deal with personal attacks and other difficult issues
Use the negotiating process to solve everyday problems
This Course Is For
This Course Is For
This course is for those who want to understand:
the basic types of negotiations
the phases of negotiations
the skills needed for successful negotiating
basic bargaining techniques
how to reach consensus
how to set the terms of agreement
how to negotiate on behalf of someone else
Outline
Outline
Module 1: Understanding Negotiation
Types of Negotiations
The Three Phases
Skills for Successful Negotiating
Module 2: Getting Prepared
Establishing Your WATNA and BATNA
Identifying Your WAP
Identifying Your ZOPA
Personal Preparation
Module 3: Laying the Groundwork
Setting the Time and Place
Establishing Common Ground
Creating a Negotiation Framework
The Negotiation Process
Module 4: Phase One — Exchanging Information
Getting Off on the Right Foot
What to Share
What to Keep to Yourself
Module 5: Phase Two — Bargaining
What to Expect
Techniques to Try
How to Break an Impasse
Module 6: About Mutual Gain
Three Ways to See Your Options
About Mutual Gain
Creating a Mutual Gain Solution
What Do I Want?
What Do They Want?
What Do We Want?
Module 7: Phase Three — Closing
Reaching Consensus
Building an Agreement
Setting the Terms of the Agreement
Module 8: 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 9: Negotiating Outside the Boardroom
Adapting the Process for Smaller Negotiations
Negotiating via Telephone
Negotiating via Email
Module 10: Negotiating on Behalf of Someone Else
Choosing the Negotiating Team
Covering All the Bases
Dealing with Tough Questions
Wrapping Up
Q & A
Action Plan
If you'd like to learn more, choose the 'Buy This Course' button below and you'll be taken to the course enquiry page where you can WhatsApp us.
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