Learning Center of Excellence

Negotiating For Results

People who can master the art of negotiation find they can save time, save money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in the workplace.

Negotiating is a fundamental fact of life at any level. Whether you are working on a project or fulfilling support duties, this two-day workshop will provide you with a basic comfort level to negotiate with both internal and external clients. This interactive workshop includes techniques to promote effective communications and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.

What Will Participants Learn?
 Understand how often we all negotiate and the benefits of good negotiation skills.
 Recognize the importance of preparing for the negotiation process, regardless of the circumstances.
 Identify the various negotiation styles and their advantages and disadvantages.
 Develop strategies for dealing with tough or unfair tactics.
 Gain skill in developing alternatives and recognizing options.
 Have the opportunity to practice the “how to” of these skills in a supportive environment.
 Understand basic negotiation principles, including BATNA, WATNA, WAP, and the ZOPA.

What Topics are Covered?
 What is Negotiation?
 The Successful Negotiator
 Preparing for Negotiation
 The Nuts and Bolts
 Making the Right Impression
 Getting off to a Good Start
 Exchanging Information
 The Bargaining Stage
 Inventing Options for Mutual Gain
 Getting Past No and Getting to Yes
 Dealing with Negative Emotions
 Moving from Bargaining to Closing
 The Closing Stage

What’s Included?
 Instruction by an expert facilitator
 Small, interactive classes
 Specialized participant manual and course materials including a pre-assignment and a post-assignment
 A personalized Certificate of Completion

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