NEGOTIATION SKILLS

Overview:

• Negotiating, what it is and when do we need it – learn negotiations basics and
• Negotiation phases – the natural lifecycle of negotiations.
• Skills for successful negotiating – what do I need to be a successful
• Negotiations preparation – what do I need to know before going into negotiations, prepare your WATNA and BATNA, learn your WAP and
• Setting the right venue – location, location, location!
• The negotiations framework – the foundations of effective negotiations.
• Bringing negotiation phases to life – how to navigate through thenegotiation’s natural life cycle.
• When to walk away – always be prepared to know when it’s necessary.
• Negotiating outside of the board room – not all negotiations are done face to

Measurable Outputs:

• Successfully completed negotiations
• Improved negotiation elements internally and externally
• Improved closing rates
• Improved long term relationship building

Knowledge:

• Learn negotiations framework and structure
• Setting effective and actionable thresholds and decision activating events
• Different negotiation styles
• Negotiating in different environments

Overview:

✦ Negotiating, what it is and when do we need it

• What is negotiation and when is it needed
• Different types of negotiation

✦Negotiation phases

• Three negotiation phases explained

✦ Skills for successful negotiating

• What do I need to become a successful negotiator

✦ Negotiations preparation

• Prepare mentally and emotionally for negotiations
• Do your homework, prepare you’re WATNA and BATNA, learn your WAP and ZOPA

✦Setting the right venue

• Importance of choosing an appropriate location and setup
• Communication barriers

✦The negotiations framework

• Practical negotiation process

✦ Bringing negotiation phases to life

• Navigating the three negotiation phases with practical steps and techniques.

✦ When to walk away

• It is important to be prepared for the walking away moment

✦ Negotiating outside of the board room

• Negotiating over the phone
• Negotiating via email
• Handling small scale negotiations