Negotiate for Success & Value Creation

Course Information:

Negotiation is a key skill that, when mastered, can enhance communications and provide better results from communication especially in the corporate world where successful negotiation translates directly into successful business relationships and profitability. This course will teach participants the basics of negotiation, how to prepare to negotiate, and ways to respond to negotiation challenges, how to create win-win solutions or win-lose when needed, and how to create sustainable agreements.

Course objectives:  

Upon the completion of this course, the participant will be able to: ​

  • Learn the phases of negotiations & gain the skills necessary for a successful negotiation ​
  • Apply basic negotiating concepts (BATNA & ZOPA) ​
  • Lay the groundwork for negotiation​
  • Identify what information to share & what information to keep to your self​
  • Master basic bargaining techniques​
  • Demonstrate how to reach a consensus & set the terms of agreement​
  • Deal with personal attacks & other difficult issues​
  • Gain insight into ways you can position your brand more successfully and identify a path forward​
  • Understanding the negotiation styles (emotional and psychological) ​
  • Evaluate how you can present your credit most effectively in the approval process​
  • Learn specific steps to take to overcome seven difficult negotiating tactics Master Workshop: ​
  • Internal Negotiation and leveraging Relationship​
  • Apply the negotiating process to solve everyday problems​
  • Identify the most effective tactics to influence othersdecisions​
  • Negotiate when you are weak with your value propositions​
  • Negotiate with unclarity and various blind spots. ​

Course contents: 

Day 1

Module 1: Understanding Negotiation ​

  • Skills for successful Negotiation​
  • Definition of ‘negotiation’​
  • Common negotiation forms and features​
  • What can you negotiate and whom can you negotiate with​
  • Two types of negotiations ​
  • Integrative versus distributive​
  • Rational model for decision making​
  • Choosing the most appropriate negotiation strategy​

Module 2: The five-step pre-negotiation framework ​

  • Assess your BATNA (best alternative to a negotiated deal) ​
  • Calculate your reservation value (your walk away point) ​
  • Assess the other party’s BATNA​
  • Calculate the other party’s reservation value. ​
  • Evaluate the ZOPA (zone of possible agreement) ​
  • Investigative Negotiation​

Module 3: Laying the common ground 

  • Setting the time & place​
  • Establishing Common Ground​
  • Creating the Agenda of negotiation​
  • Establishing aframework for negotiation​

Exercise: Single Issue Negotiation Simulation 

Day 2:

Module 4: Exchanging Information 

  • How far can I push them? ​
  • What should my first offer be? ​
  • How to respond to their initial offer? ​
  • How should the pattern of concession precede? ​
  • Should you make the first offer? ​
  • Should you work to cultivate a tough negotiator reputation? ​
  • Should I reveal my alternatives? ​
  • Should I lie? ​

Module 5: Closing

  • Reaching a consensus​
  • Building an agreement​
  • Setting the terms of the agreement​

Module 6: Dealing with Multiple & Difficult Issues 

  • Understand the psychological and emotional types of negotiators ​
  • Dealing with personal attacks​
  • Controlling your emotions​
  • Deciding when it’s time to walk away ​
  • Blind spots in negotiation​
  • Negotiating from a position of weakness; Best Strategies to negotiate without power​

Exercise: Multiple Issue Negotiation Simulation

                 Motivational style exercise

Day 3:

Module 7: Biases of Mind

  • The fixed Pie Biases​
  • The vividness Bias​
  • Nonrational escalation of commitment​
  • Framing proposals​

Module 8: Biases of the heard

  • Conflicting Motivation​
  • Egocentrism​
  • Overconfidence: the illusion of superiority ​
  • Self-Serving Attributions​
  • Regret Aversion​

Module 9: Strategies of influence

  • Highlight their potential losses rather than their potential gains​
  • Disaggregate their gains and aggregate their losses​
  • Employ the door in the face technique​
  • Employ the foot in the door technique​
  • Leverage the power of justification​
  • Leverage the power of social proof​
  • Use reference points to make your offers and demand seem reasonable​

Exercise: Group Negotiation Simulation


September, November

3 Days Course – 8 hours each Day

October, December

3 Days Course – 8 hours each Day

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Business Courses, Sales, Marketing, & Customer Service
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