Negotiating for
Results
Print-on-demand, customizable soft skill training material.
Why write
your own management training program when we've done it for you?
Prewritten print-on-demand courseware saves you time and money
and helps you better prepare for classroom training with
well-researched and proven course materials that are fully
customizable.
 This
course comes with:
 Training
Workbook |
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Instructor
Guide |
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Activities
& Ice Breakers |
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Pre-Assignment |
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PowerPoint
Slides |
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Course
Outline |
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Promotional
Advertorial |
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Recommended
Reading Lists |
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You
also receive:
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Unlimited reprinting rights |
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Unlimited number of users |
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Unlimited rights to customize and modify the course
contents to suit your needs. |
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Questions?
Would you more information on this or any of our soft
skills training courses?
Call toll
free
1-800-730-7115. |
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Negotiating
for Results
Instructors
understand and use up-to-date negotiation training techniques and a variety
of negotiation training methods, including lectures, group discussions, case
studies, problem solving exercises, and visual aids, to give all
participants the best opportunities for learning. Negotiation Training
includes such topics as developing effective communication
skills, negotiation techniques, and problem solving.
What
participants will learn:
At the conclusion of this workshop, participants will be
expected to:
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Understand the
benefits of good negotiating skills
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Identify those
techniques that will be most effective in stressful
negotiation situations
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Have the
opportunity to practice the “how to” of these skills in a
supportive environment
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Recognize the
stress that often accompanies negotiations and have some
options for managing that stress
Workshop
Outline:
As facilitator,
you have the option of using a variety of training methods
for each workshop. This includes large group discussions,
individual work and reflection, small group discussions &
exercises, case studies and simulations for role play.
Customization will be based on your own needs or information
provided by your human resource department or the individual
department prior to the workshop. Materials are designed as
interactive workshops with a 40/60 split between
concept/theory and practical application of skills
discussed. Class size should be kept under 20, whenever
possible, so each participant will have the opportunity to
gain techniques for the types of situations they deal with
or expect to deal with.
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Day 1 |
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Pre-Workshop Assignment:
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Participants
will be asked to bring to the workshop some examples of recent
negotiating situations, including a situation they felt they
handled well, a situation that could have been handled
better, and a situation that they felt uncertain about.
Participants will be asked to be prepared to share these
examples with others in the group. |
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What
is Negotiation? |
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Types
of Negotiators |
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Positional
Bargaining |
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Hard vs.
soft negotiating |
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Problems
with positional bargaining |
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lternatives
to positional bargaining |
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The
Successful Negotiator |
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Negotiation
Essentials |
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Preparation |
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Organization |
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Hot Buttons |
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BATNA |
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WAP |
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Preparing
for Negotiation |
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Inventing
Options for Mutual Gain |
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Fear |
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Humiliation |
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Rejection |
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Loss of
Power |
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Failure |
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Negotiating Challenges |
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Dealing
with Negative Emotions |
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Pairs
Exercise |
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Debrief |
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Personal
Action Plan |
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Suggested
Reading List
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