The Winning Ways of Negotiating

Negotiating is a fundamental fact of life at any level. This interactive workshop will help you give participants confidence when negotiating with both internal & external clients. It also includes techniques to promote effective communications...

Course Outline

People who can master the art of negotiation find they can save time, save money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in the workplace.

Negotiating is a fundamental fact of life at any level. This interactive workshop will help you give participants confidence when negotiating with both internal and external clients. This workshop also includes techniques to promote effective communications and to turn face-to-face confrontation into side-by-side problem solving.

Performance-Based Objectives

Upon successful completion of this course, students will know:

• The benefits of good negotiation skills.
• The importance of preparing for the negotiation process, regardless of the circumstances.
• Various negotiation styles and their advantages and disadvantages.
• Strategies for dealing with tough or unfair tactics.
• How to develop alternatives and recognize options.
• Basic negotiation principles

Outline

Introduction and Course Overview
Students will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.

What is Negotiation?
To begin, participants will explore the different types of negotiation (including positional bargaining) and the phases of negotiation.

The Successful Negotiator
Next, participants will explore key attributes of a successful negotiator.

Preparing for Negotiation
During this session, participants will learn the elements of preparing for negotiation: identifying fears and hot buttons; doing research into your issues and the opponent’s issues; and preparing your WAP, BATNA, WATNA, and ZOPA.

The Nuts and Bolts
This session will give participants some tips on preparing their documentation and choosing a place for the negotiation.

Making the Right Impression
Next, participants will learn the importance of self-presentation during the negotiation, including small talk, attire, first impressions, and their handshake.

Getting off to a Good Start
During this session, participants will explore how to establish common ground and how to use ground rules.

Exchanging Information
This session will look at how to exchange information, and what to do if the negotiation gets off to a bad start.

The Bargaining Stage
Participants will learn six techniques for negotiating success and they will have an opportunity to practice and observe these techniques through a role play.

Inventing Options for Mutual Gain
Next, participants will learn about the four obstacles to mutual gain, and how to turn them into negotiation advantages.

Getting Past No and Getting to Yes
This session will look at ways to get past no and how to break an impasse, so that you can get to “yes.”

Dealing with Negative Emotions
During this session, participants will explore some ways to deal with negative reactions during a negotiation.

Moving from Bargaining to Closing
Next, participants will learn how to tell when it’s time to move from the bargaining phase to the negotiation phase.

The Closing Stage
This session will discuss ways to build win-win solutions, achieve a sustainable agreement, and reach consensus.

Workshop Wrap-Up
At the end of the day, students will have an opportunity to ask questions and fill out an action plan.

Additional Details

Pre-Requisites

Certificates offered

Certificate of completion

Cancellation Policy

Students are required to give notice if they are unable to attend their class:

2 weeks (10 full business days) or longer prior to training date = full refund
1 to 2 weeks (5 - 9 full business days) prior to training date = 50% of course fee refund
Less than 1 week (4 full business days or fewer) prior to training date = 0% refund

NOTE: You may substitute classes or students at any time.

Map & Reviews

New Era Technology Training
[ View Provider's Profile ]

New Era Technology Centre
#300, 633 - 6th Ave S.W., Ford Tower
Calgary, Alberta
Canada   T2P 2Y5

Reviews

 

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Here are some reviews of the training vendor.

   

The trainer was very knowledgeable and kept the course moving at a great pace. I wish I could take her home with me, so she could help me teach photoshop at the school I work at.

Reviewed by Michelle . 2012

   

The course was very helpful and the instructor was very knowledgable and made the effort to make sure all class members were understanding the excersizes and were on the same page. My only complaint is that the computers seemed a little worn out. Throughout the day most students in the class ran into some sort of issue with the computer not working the way it should. And during our practice time closer to the end of the day all the computers started crashing.

Reviewed by Lori F. 2012

   

The Instructor was fabulous and is the reason that I truly enjoyed the course.

Reviewed by Michelle F. 2011

   

Alex was extrememly helpful and knowlegeable.

Reviewed by Dawn G. 2011

   

The course was excellent, but I felt a little out of my league. The participants in the course were designers and IT people who had used other versions of SharePoint. While I benefited from their questions and comments during the class, I feel "lost" now that I'm back on my own at the office. Perhaps I was in the wrong coarse, but it did say power "user".

Reviewed by Sharon T. 2011

   

Alex is great!

Reviewed by ellen m. 2011

   

Jane is a wonderful teacher! i will gladly take any class she teaches!

Reviewed by Essante P. 2011

   

Jane is an excellent teacher! She is very knowledgable and is enthusiastic about the course!

Reviewed by Essante P. 2011

   

Very good - presented course material in an engaging way.

Reviewed by Claudine T. 2011

   

The instructor didn't provide a lot of structure to the class, he just skimmed through the material and didn't go into it very deep. As a result, the class finished up 1.5 h early as well. He tried to add material from PMI (which was missing from the course materials) but this sometimes just made things more confusing. The PMI material should really be in the course material to start with. Otherwise, the instructor was helpful, knowledgeable and had a good demeanor.

Reviewed by Laverne R. 2011

   

It was informative

Reviewed by Amanda N. 2011

   

Very good course with a very knowledgeable instructor. Class was at full occupancy and I felt that the class size was too large.

Reviewed by Amanda B. 2011

   

There were only 4 students so it went fast and we finished early. Personally I would have liked to spend more time practicing. Perhaps some reference to the book and if there were any practice exercises in there that we could use to gain more experience with Visio.

Reviewed by Denise T. 2011

   

The course started 40 minutes late because they did not have the correct computers set up for the program. It's like they were not even expecting us. I found it very disorganized. For the price I paid for this course, I expected a more professional presentation.

Reviewed by Karyn J. 2011

   

Instructor was very soft spoken did not have all the answres but did get answers later in the class.

Reviewed by Thomas H. 2011