Module One: An Understanding of Negotiation
You will learn the definition, types, and phases of the negotiation and will also learn to develop negotiation skills from this lesson.
Key Topics:
- What Is a Negotiation?
- Types of Negotiations
- The Three Phases of Negotiation
- Skills for Successful Negotiating
- Five Negotiation Dilemmas
Module Two: The Preparation Process
You will learn to prepare yourself by using WATNA and BATNA while negotiating with others. You’ll also know how to identify your WAP and ZOPA from this lesson.
Key Topics:
- Getting Prepared
- Establishing Your WATNA and BATNA
- Identifying Your WAP
- Identifying Your ZOPA
- Personal Preparation
Module Three: Building The Foundation
In this lesson, you will learn how to maintain time and place during negotiations. You will also learn about the negotiation process and how to construct a negotiation framework.
Key Topics:
- Laying the Groundwork
- Setting the Time and Place
- Establishing Common Ground
- Creating a Negotiation Framework
- The Negotiation Process
Module Four: Phase One — Exchanging Information
This lesson will teach you how to share, keep, and exchange information. You’ll also learn effective, engaging methods during negotiation.
Key Topics:
- Information Exchange
- Engaging During Negotiation
- What to Share
- What to Keep to Yourself
Module Five: Phase Two — Bargaining
This lesson will teach you how to bargain and take decisions during negotiation. You’ll also learn some techniques for better negotiation.
Key Topics:
- What to Expect
- Techniques to Try
- Ten Negotiation Techniques
- How to Break an Impasse
- Mutual Gain
- Creating a Mutual Gain Solution
- What Do I Want?
- What Do They Want?
Module Six: Phase Three — Closing
This lesson will teach you how to make an agreement and what information should be included in the agreement.
Key Topics:
- The Final Phase
- Considering Implementation
- Reaching Consensus
- Building an Agreement
- Setting the Terms of the Agreement
Module Seven: How To Deal With Difficult Situations
In this lesson, you will learn some strategies for coping with difficult situations and people. upon completion of this module, you will be able to determine when to walk away from a negotiation & how to deal with passive-aggressive personalities.
Key Topics:
- Dealing with Personal Attacks
- Controlling Your Emotions
- Deciding When It’s Time to Walk Away
- Handling Passive-Aggressive Personality
Module Eight: Adapting Negotiation By Communication
You will learn how to negotiate through phone, email and different ways. You will also know how to answer complicated questions and how to negotiate based on the situations from this lesson.
Key Topics:
- Adapting the Process for Smaller Negotiations
- Negotiating via Telephone
- Negotiating via Email
- Negotiating on Behalf of Someone Else
- Choosing the Negotiating Team
- Covering All the Bases
- Dealing with Tough Questions