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Do you need a clear understanding of the
real purpose of the negotiation process? In this three-day seminar you
will learn the skills necessary to deal with the tactics of negotiation.
Module 1: Introduction to Basic Negotiations Skills
Overview
- The Precursor to Negotiation – Getting the Other Party’s
Attention.
- What Can You Negotiate About and Who Can You Negotiate With?
- Understanding the Win-Win or Problem-Solving Approach to
Negotiation.
- The Two Elements in Any Negotiation
- Negotiations Strategies - Hard, Soft, Problem-Solving.
- When NOT to Use a Problem-Solving Approach
- Reaching Agreement is Not the Only Goal
- Planning Your Negotiation – Putting It All Together
Module 2: Understanding Basic Negotiation Concepts
- Interests/Needs
- Organizational Needs
- Individual Negotiator Needs
- Positions
- Issues
- Constituencies
- Alternate Currencies
- A Compromise
- WAWAs
Module 3: Three Phases and Five Stages in Negotiation
- Phase 1: Before the Negotiation
- Phase 2: During the Negotiation
- Setting the Tone
- Exploring Underlying Needs
- Developing Creative Alternatives
- Selecting, Refining, and Crafting an Agreement
- Reviewing and Recapping the Agreement
- Phase 3: After the Negotiation
Module 4: Four Basic Principles in Problem-Solving Negotiations:
The Fisher/Ury Model
- Principle 1: Separate the Person from the Problem
- Principle 2: Focus on Interests and Needs - Not Positions
- Principle 3: Invent Options For Mutual Gain
- Principle 4: Insist on Objective Criteria
Module 5: Meeting Special Challenges
- Four Common Tactics
- Overcoming Deadlock
Module 7: Follow Up - The Forgotten Element in Negotiations
- Holding the Agreements in Place
Module 8: Applying the Model to Your Own Negotiation
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