Negotiation Skills

1. Introduction to Business Negotiations

a. Practical application of negotiation skills:

i) assessment tool for compatibility;

ii) negotiating offers and contract terms; and

iii) dispute resolution.

b. Dispute resolution alternatives to negotiations:

i) arbitration;

ii) litigation; and

iii) mediation.

 2. Negotiation Essentials

a. Differentiating between procedural, substantive and emotional interests;

b. Preparation before the negotiation:

i) conflicts screening;

ii) preparation, logistics, agreement to negotiate; and

iii) BATNA and reservation point.

3. Advanced Negotiation Skills

a. Negotiation techniques, interest based:

i) micro skills;

ii) establishing common ground;

iii) communication: questioning, paraphrasing and summarizing; and

iv) how to find a win/win solution.

b. Negotiation techniques, distributive v. integrative:

i) competitive;

ii) collaborative; and

iii) adaptive.

c. Establishing trust and building a relationship;

d. Power, gender and ethics;

e. Problem solving in negotiations; and

f. Working with emotional counterparts:

i) tactical empathy;

ii) rational compassion; and

iii) verbal self-defense.

4. Applications and Specific Scenarios

a. Multi-party, coalitions and teams;

b. Cross-cultural negotiations;

c. Social dilemmas; and

d. Negotiating via information technology.

5. Post Negotiation Skills

a. Evaluating a negotiation:

i) reality check the outcome;

ii) resolution of the identified issues; and

iii) getting agreement in writing.