Although people often think of boardrooms, suits, and million dollar deals when they hear the word negotiation, the truth is that we negotiate all the time. This course will provide for participants an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved.
COURSE MATERIALS INCLUDE:
- Training slides – 01 Ms powerpoint file – 42 slides
- Trainer guide document – 03 Ms word files- 28 pages
- Training activities guide document – 01 Ms word file – 13 activities
- Training worksheets for learners – 04 Ms word & excel files – 04 worksheets
- Training games – 06 Ms word files – 06 games
Documents available: English version – Vietnamese version
COURSE CONTENTS
- Icebreaker
- Ground rules
- Workshop objectives
Part 1: Negotiation Introduction
- Negotiation Introduction
- Integrative Negotiations – Distributive Negotiations
- The Three Phases
- Skills For Successful Negotiating
Part 2: Preparing For A Negotiation
- Establishing Your Watna And Batna
- Identifying Your Wap
- Identifying Your Zopa
- Creating A Negotiation Framework
- Establishing Common Ground
- Setting The Time And Place
- Personal Preparation
Part 3: Negotiation Phases
- Exchanging Information
- Bargaining
- Closing Phase
- Reaching Consensus
- Building An Agreement
- Setting The Terms Of The Agreement
Part 4: Dealing With Difficult Issues
- Being Prepared For Environmental Tactics
- Dealing With Personal Attacks
- Controlling Your Emotions
- Deciding When It’s Time To Walk Away
Part 5: Negotiating Outside The Boardroom
- Adapting The Process For Smaller Negotiations
- Negotiating Via Telephone
- Negotiating Via Email
Part 6: Negotiating On Behalf Of Someone Else
- Covering All The Bases
- Choosing The Negotiating Team
- Dealing With Tough Questions
Part 7: Review – Question And Answer
References
