The Effective Negotiator

Short Course

The Effective Negotiator

When we use the word “negotiation”, many people think of big government or business discussions or secret meetings with Union representatives. This is a misconception as we negotiate all the time in our normal daily life.
 We all at some point have discussed with a few friends where to eat or drink, or something as simple as who is going to take the rubbish out. Not all our negations are trivial however, discussions with your manager regarding salary or the price you pay for a new home or car.
 These are all situations that involve negotiating! During this course we will give participants an understanding of the phases of negotiation, tools to use during negotiation, and ways to build win-win solutions.

Course Objectives

Research has consistently demonstrated that when clear goals are associated with learning that the learning occurs more easily and rapidly. On completion of this course you will be able to:

• Understand the basic types of negotiations and the phases required for success.
• Understand the concepts: WATNA, BATNA, WAP, and ZOPA
• Complete the groundwork for negotiation
• Identify what information to share and what to keep to yourself
• Basic bargaining techniques
• Identifying mutual gain strategies
• Reach consensus and set the terms of agreement
• Deal with personal attacks and other difficult issues
• How to use negotiating processes in our everyday life
• How to negotiate on behalf of someone else

The Effective Negotiator course covers, in detail, the following essential points of negotiation:

• Acronyms, acronyms
• Phases of negotiation
• Ten negotiation techniques

This short course is delivered by distance learning and can be completed in just one day.

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