Negotiation Skills Basics

MODULE 1: Introduction and Course Overview


MODULE 2: The Process of Negotiation

Learning outcomes: Understand the 7 stages of negotiation which facilitate better planning, leading to reached goals.

Topics covered:

• Walking Away or Postponing Till Later
• Implementing the Resolved Agreement
• Obtaining Agreement and Gaining Commitment
• Negotiating for a Mutually Beneficial (Win-Win) Outcome
• Clarification of Goals
• Discussion
• Preparation
• The Seven Stages of Negotiation

MODULE 3: Possible Outcomes from Negotiations

Learning outcomes: Know the 4 possible outcomes of all negotiations, when each may be reached, and when to walk away.

Topics covered:

• When to Walk Away
• Reaching a Win-Win Conclusion
• Reaching a Win-Lose Conclusion
• Reaching a Lose-Win Conclusion
• Reaching a Lose-Lose Conclusion

MODULE 4: Working Towards Win-Win Solutions

Learning outcomes: See how best to aim for win-win outcomes for both parties by considering the other side.

Topics covered:

• Making the Opposing Team Feel They Have Gained a Victory
• Thinking that "Solving Their Problem is Their Problem"
• The Assumptions of a Fixed Pie
• Avoiding Premature Judgment
• Zero Sum and Non Zero Sum Games
• Brainstorming
• Broadening Your Options

MODULE 5: Negotiating Is Not Compromising

Learning outcomes: Recognise the difference between negotiating and compromising, and how to avoid compromising while negotiating.

Topics covered:

• Compromising Versus Negotiating
• Avoiding Compromising

MODULE 6: Who Has Got the Power?

Learning outcomes: Learn how to go into a negotiation with greater power, and how to retain as much as possible.

Topics covered:

• The Factors That Contribute To Power in a Negotiation
• Who Has the Most Information?
• Who Has Other or More Alternatives?
• The Danger of Appearing Desperate
• Sticking To Your Guns - Walking Away When You Should

MODULE 7: Reading the Styles of Negotiators

Learning outcomes: Observing and learning the different styles of negotiators and the patterns you need to adopt for each, individually and as a team.

Topics covered:

• Negotiating Within a Team : Exercises
• Soft Negotiating: Recognising and Using It
• Hard Negotiating: Recognising and Using It
• Other Negotiating Styles: What Works Where?
• Review of Individual Negotiation Styles
• Thinking that "Solving Their Problem is Their Problem"

MODULE 8: The Successful Negotiator

Learning outcomes: Learn and assess the characteristics and interpersonal skills that make up a successful negotiator.

Topics covered:

• Characteristics of the Successful Negotiator - and How to Become One
• A Multi-Dimensional Array of Interpersonal Skills
• Inventory of Negotiation Skills

MODULE 9: Mistakes to Avoid When Negotiating

Learning outcomes: Work through the most typical mistakes made while negotiating, and learn how to avoid making them.

Topics covered:

• Not Showing the Other Side How Their Needs Are Met
• Not Asking For What You Want
• Sounding Desperate
• Talking Too Much
• Giving a Concession Without Getting Something In Return
• Focusing on the Wrong Things
• Giving Away Information
• Not Preparing Thoroughly

MODULE 10: Your Personal Action Plan