Although people often think of high-stakes deals and crucial financial agreements when they hear the word negotiation, the truth is that we negotiate all the time: with our clients, suppliers, managers, colleagues and even with our family members. It is therefore important for each one of us to understand the basic principles of negotiations and develop the skills needed for successful negotiating.

This course touches on the basics and the phases of the negotiation process, how to prepare for a negotiation, mutual gain, dealing with difficult issues as well as negotiations in and outside the workplace.

OBJECTIVES 

By the end of this course you will be able to:

• Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating
• 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
• Use basic bargaining techniques
• Apply strategies for identifying mutual gain
• Reach consensus and set the terms of agreement
• Deal with personal attacks and other difficult issues
• Use the negotiating process to solve everyday problems
• Negotiate on behalf of someone else