Course Outline
1 – Getting Started
- Icebreaker
- Housekeeping Items
- The Parking Lot
- Workshop Objectives
2 – Understanding Negotiation
- The Three Phases
- Skills for Successful Negotiating
3 – Getting Prepared
- Establishing Your WATNA and BATNA
- Identifying Your WAP
- Identifying Your ZOPA
- Personal Preparation
4 – Laying the Groundwork
- Setting the Time and Place
- Establishing Common Ground
- Creating a Negotiation Framework
- The Negotiation Process
5 – Phase One – Exchanging Information
- Getting off on the Right Foot
- What to Share
- What to Keep to Yourself
6 – Phase Two – Bargaining
- What to Expect
- Techniques to Try
- How to Break an Impasse
7 – About Mutual Gain
- Three Ways to See Your Options
- About Mutual Gain
- What Do I Want?
- What Do They Want?
- What Do We Want?
8 – Phase Three – Closing
- Reaching Consensus
- Building an Agreement
- Setting the Terms of the Agreement
9 – Dealing with Difficult Issues
- Being Prepared for Environmental Tactics
- Dealing with Personal Attacks
- Controlling Your Emotions
- Deciding When It’s Time to Walk Away
10 – Negotiating Outside the Boardroom
- Adapting the Process for Smaller Negotiations
- Negotiating via Telephone
- Negotiating via Email
11 – Negotiating on Behalf of Someone Else
- Choosing the Negotiating Team
- Covering All the Bases
- Dealing with Tough Questions
12 – Wrapping Up
- Words from the Wise
- Review of Parking Lot
- Lessons Learned
- Completion of Action Plans and Evaluations
Actual course outline may vary depending on offering center. Contact your sales representative for more information.
Learning Objectives
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. For example, have you ever: decided where to eat with a group of friends? Decided on the chore assignments with your family> Asked your boss for a raise? These are all situations that involve negotiating!
No special instructions regarding this course's target audience provided. Please contact us to discuss if you are unsure whether this course is for you!
No special prerequisites for this course provided. If you are unsure whether you might need to take another course first, please contact us to discuss.
Ten (10) business days’ notice is required to reschedule a class with no additional fees. Notify TOPTALENT LEARNING as soon as possible at 469-721-6100 or by written notification to info@toptalentlearning.com to avoid rescheduling penalties.
Please contact our team at 469-721-6100; we will gladly guide you through the online purchasing process.
You will receive a receipt and an enrollment confirmation sent to the email you submitted at purchase. Your enrollment email will have instructions on how to access the class. Any additional questions our team is here to support you. Please call us at 469-721-6100.
If a student is 15 minutes late, they risk losing their seat to a standby student. If a student is 30 minutes late or more, they will need to reschedule. A no-show fee will apply. Retakes are enrolled on a stand-by basis. The student must supply previously issued courseware. Additional fees may apply.
You will receive a ‘Certificate of Completion’ once you complete the class. If you purchased an exam voucher for the class, a team member from TOPTALENT LEARNING will reach out to discuss your readiness for the voucher and make arrangements to send it.
