Negotiating for Results
This comprehensive negotiation workshop builds practical skills for resolving differences and reaching agreements in any setting—at work, at home, or in the community. You will explore negotiation theory, styles, and phases, while developing hands-on strategies for preparation, bargaining, overcoming obstacles, managing emotions, and closing sustainable agreements. By the end, you will have the confidence and tools to negotiate effectively in everyday and high-stakes situations alike.
What you'll learn
- Understand how often we all negotiate and the benefits of good negotiation skills.
- Recognize the importance of preparing for the negotiation process, regardless of the circumstances.
- Identify the various negotiation styles and their advantages and disadvantages.
- Develop strategies for dealing with tough or unfair tactics.
- Gain skill in developing alternatives and recognizing options.
- Understand basic negotiation principles, including BATNA, WATNA, WAP, and the ZOPA.
Preview a lesson
Managing Fear and Personal Preparation Preparation accounts for approximately **80% of negotiating success**. Yet many people walk into negotiations without adequate preparation—often because fear gets in the way before they even begin. Common Negotiation Fears Fear is produced by the mind, and while it is sometimes justified, it is often a projection rather than a rational response. Common fears that arise in negotiation include: **Fear of humiliation:** Rooted in past embarrassments, this fear raises anxiety and interferes with clear thinking. **Fear of failure:** This leads people to avoid challenges entirely, so they never discover how far they can go. **Fear of rejection:** The anticipation of a "no" can paralyze you before you've even asked the question. **Other fears:** Abandonment, being wrong, endless obligation, or punishment can also surface. The antidote is gradual exposure. Give yourself permission to try things, look awkward, and make mistakes. Growth rarely comes without some discomfort. Knowing Your Hot Buttons Before any negotiation, you need to know what triggers an emotional reaction in you. A skilled opponent may deliberately push your hot buttons to fluster you—causing you to make concessions or overlook unfavorable terms buried in an agreement. Take time to identify your hot buttons in advance. When you are aware of them, you can prepare a measured response instead of an impulsive reaction. For example,
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Curriculum
Module 1: What Is Negotiation?
4 lessons- textDefining Negotiation
- textPositional Bargaining and Principled Negotiation
- textPhases of Negotiation
- quizModule 1 Quiz
Module 2: The Successful Negotiator
3 lessons- textCommunication Skills for Negotiators
- textProblem Solving, Creative Thinking, and Confidence
- quizModule 2 Quiz
Module 3: Preparing for Negotiation
4 lessons- textManaging Fear and Personal PreparationPreview
- textResearch, BATNA, WATNA, WAP, and ZOPA
- textPreparing Documentation and Setting the Stage
- quizModule 3 Quiz
Module 4: Making the Right Impression
3 lessons- textFirst Impressions, Appearance, and the Handshake
- textThe Skill of Making Small Talk
- quizModule 4 Quiz
Module 5: Opening, Exchanging Information, and Bargaining
4 lessons- textGetting Off to a Good Start
- textExchanging Information and Handling Challenges
- textThe Bargaining Stage: Six Techniques for Success
- quizModule 5 Quiz
Module 6: Reaching Mutual Gain and Moving Beyond Obstacles
3 lessons- textReaching Mutual Gain
- textGetting Past No and Breaking the Impasse
- quizModule 6 Quiz
Module 7: Handling Negative Emotions, Closing, and Building Sustainable Agreements
4 lessons- textDealing with Negative Emotions and Tough Tactics
- textKnowing When and How to Close
- textSolution Types and Building a Sustainable Agreement
- quizModule 7 Quiz