Negotiation Skills and Principles

OVERVIEW

One of the most important core competencies every executive ought to possess is the ability to effectively negotiate with and against others.

Unfortunately, many executives do not know what it takes to be a successful negotiator.

Studies indicate that those persons who know and consistently apply 5 key negotiating strategies do better than those people who do not employ these 5 tactics.

This module teaches participants a highly effective process for conducting negotiations in any environment.

It presents the key negotiation principles in a highly interactive format utilizing Powerpoint Slides, as well as, several simulated negotiation role plays as case studies.


THE CURRICULUM

1. Negotiation Defined





2. Five Critical Steps in the Process





3. Preparation





4. Understanding and Managing Emotions and People





5. Overcoming Impasse





6. Understanding and Following Protocols and Procedures





7. Identifying and Overcoming Dirty Tricks

SPECIFIC OUTCOMES

At the conclusion of this presentation, participants will be able to:

1. Define what negotiation involves.





2. Explain the 5 key negotiation strategies.





3. Explain the 7 things every negotiator should do prior to beginning a negotiation.





4. Explain the three major people problems that interfere with every negotiation and know how to overcome them.





5. Identify and use a variety of impasse resolution techniques.





6. Explain the 17 major protocols and procedures that should be followed in every negotiation.





7. Explain the 20 most commonly used dirty tricks and overcome them when encountered.

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