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Negotiation Skills: Tools & Techniques That Deliver Results



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3 Days
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The principal objective of this course is to develop the skills necessary to confidently execute successful negotiations. You learn how to conduct principled negotiations that result in wise agreements, incorporate a process approach into your negotiation skill set, apply principled communications strategies and styles to deflect hardball tactics, optimize interpersonal diversity for positive negotiation outcomes and enhance your negotiation skills through real world simulations.

You Will Learn How To

  • Conduct principled negotiations that result in wise agreements
  • Incorporate a process approach into your negotiation skill set
  • Formulate communication strategies based on various situations
  • Develop a confident negotiating style to deflect "hardball" tactics
  • Apply psychology principles to negotiate effectively
  • Enhance your negotiation skills by applying best practices in a real-world setting

Course Outline

  • Defining the Negotiation Environment
  • The impact of organizational culture
  • The range of negotiation styles and practices
  • Assessing negotiation feelings and attitudes
  • Differentiating win/win from win/lose
  • Defining the wise agreement
  • Powering Up Principled Negotiation

What is principled negotiation?

  • Elements of principled negotiation
  • The 5-step negotiation process model
  • Payoffs of principled negotiation

Standards for principled negotiation

  • Baselining negotiation standards
  • Building a wise agreement
  • Efficient and ethical negotiation approaches
  • Planning Wise Negotiation Outcomes

The components of a negotiation plan

  • Structuring positional analysis with the Johari Window
  • Clarifying potential outcomes
  • Leveraging the power of BATNA
  • Tailoring your situational approach

Forming a negotiation preparation plan

  • Successful negotiation planning
  • Balancing plan components
  • Crafting a negotiation plan
  • Testing plan feasibility
  • Future proofing your plan

Setting the stage for successful negotiation

  • Logistics for successful outcomes
  • Anticipating logistical power plays
  • Building psychological readiness
  • Physical fitness for negotiation success
  • Timely Starting and Closing Actions

Conducting a principled negotiation

  • Recognizing hidden agendas
  • Making the most of start and stop signals
  • Knowing when to Agree, Bargain, Control or Delay (ABCD)
  • Gaining collaboration and support
  • Sustaining positive momentum

Informal and formal negotiations

  • Distinguishing watercooler vs. boardroom strategies
  • Choosing when and when not to formalize
  • Gauging the best way to close the deal
  • Going Head-to-Head with "Hardball" Negotiators

Common "hardball" styles

  • Intimidation, games and tactics
  • Moves of classic manipulators
  • Challenging conventional wisdom on "hardball" effectiveness

Principled responses to "hardball" tactics

  • Negotiation tactics for effective outcomes
  • Revealing unprincipled moves and motivations
  • Countering the win/lose mindset
  • Managing emotional pressures
  • The Psychology of Successful Negotiation

Applying motivation best practices

  • Assessing the communication profile of negotiating parties
  • The impact of beliefs and values
  • Creating and adjusting plans based on SWOT analysis
  • Identifying Emotional Intelligence (E.I.)
  • Multiple Intelligence (M.I.) and communication filters
  • Analyzing communication strengths and challenges

Listening actively for effective negotiation

  • Developing rapport
  • Drafting an iterative negotiating plan
  • Mapping E.I. and M.I. to improve communication
  • Recognizing and valuing diversity in others
  • Applying Your Skills in an Authentic Environment

Developing agile strategies

  • Moving from one-to-one to inter-team negotiations
  • Deploying an iterative process
  • Conducting resource matrix problem solving

Best practices of principled negotiation

  • Arriving at wise agreements
  • Creating efficacy in the negotiation process
  • Delivering ongoing value through positive relationships and reduced stress
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Exclusive Private Team Training Course

Enhance your team's effectiveness and boost productivity with this course, delivered privately to your organization or to any preferred location, including options for hybrid or all-virtual delivery via AnyWare.

This training course could be customized, and combined with other courses, to meet the specific needs of your team's training.

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Attendee Benefits

After-Course Instructor Coaching
When you return to work, you are entitled to schedule a free coaching session with your instructor for help and guidance as you apply your new skills.

Free Course Exam
You can take your Learning Tree course exam on the last day of your course or online at any time after class and receive a Certificate of Achievement with the designation "Awarded with Distinction."


Enhance Your Credentials with Professional Certification

Learning Tree's comprehensive training and exam preparation guarantees that you will gain the knowledge and confidence to achieve professional certification and advance your career.

This course qualifies for 2 semester hours of college credit as certified by the American Council on Education's College Credit Recommendation Service (ACE CREDIT). Read More...

Earn 17 PDUs

PMI, the Registered Education Provider logo, PMP, CAPM, PMI-ACP,
and PMBOK are marks of the Project Management Institute, Inc.

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