Negotiate for Win-Win Results

Course Description

Want to turn tough negotiations into collaborative problem-solving partnerships? Learn the methods, techniques and processes needed to achieve positive outcomes in a variety of situations. You can achieve win-win-win outcomes (The Win Triangle) in a manageable environment of trust and cooperation. Identify simple profiling to recognize diverse negotiation styles as well as your own personal negotiating characteristics. Practical, helpful tips and opportunities for practice are provided throughout the course. You will be able to apply your new skills right away.

Participant Outcomes

Upon successful completion of this course, you will be able to:

• Perform basic negotiation skills and techniques
• Understand and apply the following quote by John F. Kennedy "Let us never negotiate out of fear, but let us never fear to negotiate."

• Examine just what negotiating is - and is not
• Apply some of the skills of conflict resolution - starting with communicating effectively
• Practice using the tools

Course Content

Session 1 & 2

1. Self-Assessment Quiz
2. What is Negotiation?
3. Traits of a Good Negotiator
4. Goals in Negotiation
   • Opening the conversation
   • Win-win approach
5. Critical Elements in Negotiations
   • Knowledge and Information
   • Time and Deadline pressures
   • Strength and Power
   • Why we negotiate
6. The Negotiation Process
   • Critical factors in the process
   • Preparation
   • Interaction
   • Getting Agreement
7. A Personal Inventory - Self Reflection
8. Negotiation Preparation Worksheet
   • Personal Case Study Scenario
   • Identify Motives, Objectives and Needs
   • Assessing Starting Positions
   • Identifying the Bottom Line
9. Dealing with Non-Negotiable Items

Session 3 & 4

1. Eight Ways to Sabotage Negotiations
2. Communicating Clearly
   • Listening - The Other Side of Speaking
   • 4 Steps to help you become a positive listener
   • 10 Keys to effective listening
   • 8 Reasons why your listener might not understand your message
   • Choose your words carefully
   • Techniques for asking effective questions
3. Seven Keys to Effectively Presenting your Case
4. Four Key Questions to ask yourself BEFORE you speak
5. Negotiation Strategies and Techniques
   • Do’s and Don’ts of 9 influential strategies and techniques
   • 7 deflecting strategies and techniques to watch out for
6. Guidelines to Improve the Negotiation Process