Soft Skills Training : Negotiation Skills

Course Duration: 2 Days - 8 Hours/day

This two-day workshop will help participants understand the basic types of negotiations, the phases of negotiation and the skills needed for successful negotiating.

The purpose of the Soft Skills Training Series is to assist participants in developing the personal attributes necessary to effectively relate to others. This workshop is intended to give a sense of understanding of the opponent and to instill the participant’s confidence to not settle for less than is thought to be fair.

Learning Objectives

  • Understand the basic types of negotiations, the phases of negotiations and the skills needed for successful negotiations
  • Understand and apply the basic negotiating concepts: WATNA, BATNA, WAP and ZOPA
  • Prepare for negotiation
  • Understand basic bargaining techniques
  • Apply strategies for identifying mutual gain
  • Understand how to reach consensus and set the terms of agreement
  • Deal with personal attacks and other difficult issues
  • Use the negotiating process to solve everyday problem
  • Negotiate on behalf of someone else

Course Outline

  • Understanding Negotiation
  • Decoding Negotiation
  • Types of Negotiations
  • Phases of Negotiations
  • Skills Require for Negotiation
  • Getting Prepared
  • Establishing Your BATNA and WATNA
  • Identifying Your WAP
  • Identifying Your ZOPA
  • Personal Preparation
  • Laying the Groundwork
  • Setting the Time and Place
  • Establishing Common Ground
  • Creating a Negotiation Framework
  • The Negotiation Process
  • Phase 1: Exchanging Information
  • Getting Off on the Right Foot
  • What to Share and What to Keep to Yourself
  • Phase 2: Bargaining
  • What to Expect
  • Techniques to Try
  • How to Break an Impasse
  • About Mutual Gain
  • Three Ways to See Your Options
  • Creating a Mutual Gain Solution
  • What Do I Want? What Do They Want? What Do We Want?
  • Phase 3: Closing
  • Reaching Consensus
  • Building an Agreement
  • Setting the Terms of Agreement
  • Dealing with Difficult Issues
  • Being Prepared for Environmental Tactics
  • Dealing with Personal Attacks
  • Controlling Your Emotions
  • Deciding When to Walk Away
  • Negotiating Outside the Boardroom
  • Adapting the Process for Smaller Negotiations
  • Negotiating via Telephone
  • Negotiating via eMail
  • Negotiating on Behalf of Someone Else
  • Choosing the Negotiation Team
  • Covering All the Bases
  • Dealing with Tough Questions

Who Should Attend

This workshop is designed for anybody who takes part in the negotiation process, regardless at which level the negotiation takes place.

Course Materials

Each participant will receive a course manual and related exercise materials.

Note: Omnex does not provide copies of standard(s) during training courses, but clients are encouraged to have their own copy.



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