Strategic Negotiation Skills

Skip to Scheduled Dates

Course Overview

Students will learn the essential strategies and techniques needed to guide negotiations from opening discussions through to a positive result. Students will leave with practical solutions to negotiating effectively.

Private classes on this topic are available. We can address your organization’s issues, time constraints, and save you money, too. Contact us to find out how.

Who Should Attend

Professionals involved in internal and/or external negotiations will benefit from this course.

Course Objectives

    • Develop the necessary skills to negotiate like a pro
    • Prepare for a negotiation applying best practices
    • Utilize industry-standard tools and techniques
    • Create your Best Alternative to a Negotiated Agreement (BATNA)
    • Build common ground and consensus in your negotiation strategies
    • Negotiate with experts to develop your skills for success

Course Outline

1. Negotiation Introduced

  • Identifying Integrative and Distributive Negotiation Types
  • Understanding the Three Phases of Negotiation
  • Strengthening Negotiation Skills

2. Preparing for Your Negotiation

  • Establishing Personal Boundaries
  • Deciding on Your WATNA and BATNA and Negotiating Based on Them
  • Preparing and Sticking to Your Plan
  • Negotiation Strategies

3. Negotiation Process for Success

  • Setting the Time and Place
  • Avoiding Negative Environments
  • Establishing Common Ground and Building Momentum
  • Creating a Negotiation Framework, Agreeing on Issues, and Maintaining a Positive Framework
  • Working through the Five Steps of Negotiation

4. Best Practices

  • Starting Off on the Right Foot
  • What to Share and What to Keep to Yourself
  • Knowing What to Expect
  • Utilizing the Top Ten Negotiation Techniques
  • Managing an Impasse

5. Negotiation Tools & Techniques

  • Reviewing the Three Ways to See Your Options
  • Creating a Mutual Gain Solution
  • Agreeing on Wants - Working with What You Want and What They Want

6. Consensus & Agreement

  • Building Consensus
  • Consolidating and Finalizing an Agreement
  • Controlling Your Emotions and Dealing with Personal Attacks
  • Walking Away When Necessary

< Back to Course Search

Class Dates & Times

Class times are listed Eastern time
‘GTR’ = Guaranteed to Run

This is a 2-day class

Price: $1,195.00

Register for Class

Register When Time GTR How
Register 06/10/2024 9:00AM - 5:00PM GTR VILT
Register 10/10/2024 9:00AM - 5:00PM GTR VILT