Strategic Negotiation Skills

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Course Overview

Negotiating is a science and an art form. To get what you want, you need to be aware of the other side’s objectives, and seek a mutually beneficial result. You must be able to decide on a goal, plan carefully, and apply key skills and tools to reach a successful outcome.

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.

This course has been approved for 14 PDUs | 14 CDUs

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
    • Write 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

Negotiation Introduced

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

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

  • 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

Negotiation Best Practices

  • Working through the Five Steps of Negotiation 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 Challenges in Negotiation

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

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Class Dates & Times

Class times are listed Eastern time

This is a 2-day class

Register for Class

Register When Time Where How
Register 07/08/2025 9:00AM - 5:00AM Online VILT
Register 12/09/2025 9:00AM - 5:00AM Online VILT

The classes listed are available to all United Training customers and does not reflect, in any way,
the availability or support of technology within the University of Maine System.