NEGOTIATING FOR RESULTS

Negotiating for Results Workshop

Module 0: Introduction, Workshop Goals, Agenda

| Module 1: Pre-assignment Discussion

| Module 2: Icebreaker

| Module 3: Defining Negotiation

| Module 4: Sharing Examples

| Module 5: The Four Greatest Human Fears and Their Implications for Negotiation Success
| Humiliation
Rejection
Loss of Power
Failure


| Module 6: Negotiation Essentials
| Preparation
Organization
Hot Buttons
Batna - Best Alternatives To a Negotiated Agreement


| Module 7: Five Challenges To the Negotiating Process and What To Do About Them
| Negative Emotions
Negotiating Habits
Scepticism
Perceived Power
Your Reactions


| Module 8: Human Reactions: Yours and Theirs
| Strike Back
Give in
Break Off
Stone Wall
Attack
Trick


| Module 9: Buying Time To Think
| Pause
Review and Summarize
Take a Break


| Module 10: Get People On Your Side
| Defuse Negative Emotion: The Communication Tunnel
Get Them To Listen: Active Listening Techniques
Build a Working Relationship


| Module 11: Engage in Problem-solving
| Reframe Situations
Ask Questions
Recognize the Problem
Define Results Wanted
Generate Alternatives and Agree On a Solution
Keep Implementation in Mind


| Module 12: Make It Easy To Say "yes"
| Four Common Obstacles To Agreement
Handling These Obstacles


| Module 13: Make It Hard To Say "no"
| Educate
Explain Consequences
Reaffirm Commitment


| Module 14: The Conclusion
| End On a Positive Note
When It’s Over, Leave


| Module 15: Managing Your Stress
| Recognizing Stress
Techniques To Manage Stress

As a manager you negotiate to seal an important contract, to procure a scarce part from another division, to build support for internal reorganization, or to obtain a more attractive share of next year�budget. This course will focus on a wide range of bargaining environments that go beyond the traditional labour-management scenario. The skills and techniques covered will strengthen your position in the next negotiation you encounter.

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