Negotiation

Negotiation is an essential skill in today's dynamic workplace. Whether you negotiate with customers, suppliers, or colleagues, your ability to negotiate effectively is vital to the success of your organization. Negotiation Mastery prepares you to close deals that might otherwise be dead-locked, maximize value creation in agreements you reach, and resolve differences before they escalate into costly conflicts. This program emphasizes an understanding of both analytical tools and interpersonal techniques for dealing effectively with different bargaining styles and tactics

Course Objectives

• Understand negotiation dynamics and how to prepare for uncertainty
• Learn to craft agile strategy and be quick on your feet in changing circumstances
• Resolve small differences before they escalate
• Secure maximum value for your organization and yourself
• Reflect on personal behaviors and refine your approach to be more effective  Course Overview

Course Content

Module 1 - Introduction to Negotiation Analysis: Finding the Zone of Possible Agreement

• BATNA Analysis
• Psychological Factors
• Offer Analysis
• Bargaining Tactics

Module 2 - Advanced Negotiation Analysis: Creating Value

• Multi-Issue Analysis
• Overcoming Barriers to Value Creation
• Case Study: Unshrinkit

Module 3 - Managing the Negotiation Process: Bargaining Tactics, Style, and Emotion

• Debriefing Discount-Hawkins
• Negotiating the Relationship
• Managing Emotions

Module 4 - Negotiation Mastery: Forging Agreement within Groups and Organizations

• Negotiation Mastery
• Negotiating Compensation
• Navigating Challenges