Negotiation Skills
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. Through this course you will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.
For example, have you ever:
- Decided where to eat with a group of friends?
- Decided on chore assignments with your family?
- Asked your boss for a raise?
These are all situations that involve negotiating! This course will give you an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved.
The Negotiation Skills course will give you a sense of understanding your opponent and having the confidence to not settle for less than you feel is fair. You will learn that an atmosphere of respect is essential, as uneven negations could lead to problems in the future.
Types of Negotiations
The two basic types of negotiations require different approaches.
Integrative negotiations are based on cooperation. Both parties believe they can walk away with something they want without giving up something important. The dominant approach in integrative negotiations is problem solving.
Distributive negotiations involve a fixed pie. There is only so much to go around and each party wants as big a slice as possible. An example of a distributive negotiation is haggling over the price of a car with a car salesman. In this type of negotiation, the parties are less interested in forming a relationship or creating a positive impression.
Course Objectives:
- Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating
- Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA
- Lay the groundwork for negotiation
- Identify what information to share and what to keep to yourself
- Understand basic bargaining techniques
- Apply strategies for identifying mutual gain
- Understand how to reach consensus and set the terms of the agreement
- Deal with personal attacks and other difficult issues
- Use the negotiating process to solve everyday problems
- Negotiate on behalf of someone else
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