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Mary Beth Hazeldine/Negotiating for Results
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Negotiating for Results


Description
Whether you’re negotiating a big deal with lots of money on the table or trying to get your child to agree to a reasonable bedtime, the principles are the same. This course will give you the skills that you need to become a successful negotiator.

Objectives
In this course, you will learn about the different types of negotiation, the characteristics of a successful negotiator, and building win-win solutions. You will also learn about the four phases of negotiation: preparation, exchanging information, bargaining, and closing.
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Contents

Negotiating for Results

Session 1: Course Overview

Course Overview
Learning Objectives
Pre-Assignment
Pre-Course Assessment

Session 2: What is Negotiation?

What is Negotiation?
Defining Negotiation, Part One
Defining Negotiation, Part Two
Types of Negotiation
Inductive/Deductive/Mixed
Soft/Hard/Principled
Non-Negotiable Positions vs. Options, Part One
Non-Negotiable Positions vs. Options, Part Two
Positional Bargaining
Principled Negotiating
Principled Negotiation
Three Styles
Phases of Negotiation
Preparation
Exchanging Information
Bargaining
Commitment and Closing

Session 3: The Successful Negotiator

The Successful Negotiator
Key Attributes
Pre-Assignment Review
Communication Skills: Active Listening
Communication Skills: Asking Questions
Communication Skills: Open Questions
Communication Skills: Closed Questions
Communication Skills: Probing Techniques
Body Language
Problem Solving
Creative Thinking, Part One
Creative Thinking, Part Two
Building Enthusiasm and Confidence

Session 4: Preparing for Negotiation

Preparing for Negotiation
Getting Started
Managing Your Fear
Growing and Improving
Personal Preparation
Your Personal Hot Buttons
Making Connections
Researching Your Side, Part One
Researching Your Side, Part Two
Case Study
Discussion Questions
Researching the Other Side

Session 5: The Nuts and Bolts

The Nuts and Bolts
Preparing Documentation
Setting the Time and Place
Choosing the Time
Other Factors
Case Study

Session 6: Making the Right Impression

Making the Right Impression
First Impressions
The Handshake
Other Points
Dress for Success
The Skill of Making Small Talk
Small Talk Can Suit You!
What Works?
What Doesn’t Work?

Session 7: Getting Off to a Good Start

Getting Off to a Good Start
Common Ground
Ground Rules

Session 8: Exchanging Information

Exchanging Information
Getting Started
Making Connections, Part One
Making Connections, Part Two

Session 9: The Bargaining Stage

The Bargaining Stage
Six Techniques for Success
Equalization
Building a Case
"It's Too Bad"
Wear Them Down
Mix It Up
Bridge the Gap
Case Study, Part One
Case Study, Part Two

Session 10: Reaching Mutual Gain

Reaching Mutual Gain
Getting Rid of Obstacles
Considering the Options
Key Obstacles
Premature Judgment
Searching For the Single Outcome
The Fixed Pie
Solving Their Problem is Their Problem
Overcoming the Obstacles

Session 11: Moving Beyond “No”

Moving Beyond “No”
Getting Past No
Breaking the Impasse
Getting to Yes

Session 12: Dealing with Negative Emotions

Dealing with Negative Emotions
Defusing the Bomb
Stonewalling
Attacking
Dishonesty
Choosing Your Response
Tips for Defusing Negative People

Session 13: Moving from Bargaining to Closing

Moving from Bargaining to Closing
Knowing When to Close
A Three-Step Process
Things to Avoid
Formal vs. Informal Agreements

Session 14: Solution Types

Solution Types
Possible Outcomes, Part One
Possible Outcomes, Part Two
Building a Sustainable Agreement
Getting Everyone’s Perspective
Reviewing the Information
Outlining the Options
Getting Consensus

Session 15: A Personal Action Plan

A Personal Action Plan
Starting Point
Where I Want to Go
How I Will Get There

Summary

Summary
Recommended Reading List
Post-Course Assessment
Course Completion