Negotiating the Deal

COURSE: Negotiating the Deal

Audiences: Contractors, Executives, Managers, Procurement, Project Managers, Supervisors
Method: Instructor-led course
Length: 1 day

We are continually negotiating, whether it is with our clients, colleagues, suppliers or business partners. In this course based on Principled Bargaining, pioneered by the Harvard Negotiation Project, you will learn the five basic techniques for finding joint gain.

Goals

Better skills in negotiations may increase gains, prevent loss or improve circumstances for you or your company.

outline

Lesson 1: What Are Negotiations?

  • Introduction
  • Two Types Of Negotiators
  • True Story
  • Summary
  • Exercise
  • Debrief Notes
     

Lesson 2: Negotiation Strategies

  • Introduction
  • Seeking Advantage
  • Seeking Joint Gain
  • True Story
  • True Story
  • Summary
  • Exercise
     

Lesson 3:  Characteristics Of Negotiations

  • Introduction
  • Recurring Dynamics ~ Steps Of The Negotiation Process 
  • Asymmetrical Information
  • Tension
  • Summary 
  • True Story
  • Exercise
  • Debrief Notes

Lesson 4: Interests Of Negotiating Parties

  • Introduction
  • Summary
  • Exercise
  • Debrief Notes
  • Exercise
  • Debrief Notes
  • True Story
     

Lesson 5: Tools For Mutual Gain

  • Introduction
  • Summary
  • True Story
     

Lesson 6: Understanding The People And Separating Them From The Problem

  • Introduction
  • Summary
     

Lesson 7: Hard Bargaining

  • Introduction
  • Summary
     

Lesson 8:  Group Practices, Both Good And Bad

  • Introduction
  • Summary
  • Exercise
     

Course Summary
Revisit Participant
s Key Take-Away List
Debrief
Glossary Of Negotiation Definitions

Scheduled Classes

Sorry, there are no classes scheduled at this time. Call 402.280.2330 to set up a class for yourself or your organization today!