CI-CCEAA
Tel: +971 (4) 42 89 440
FL-SNS
Strategic Negotiation Skills
Price:
Duration:
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2 Days
Who Should Attend
Professionals involved in internal and/or external negotiations.
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What you will Learn
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. This course may earn a Credly Badge.
Prerequisites
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Course Objectives
After completing this course, students will be able to:
• 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