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Negotiation Skills

Negotiation Skills

Store/Employee Development
SKU ED-NS
$395.00
1
Product Details

Negotiation Skills

Although people often think of boardrooms, suits, and million dollar deals when they hear the word negotiation, the truth is that we negotiate all the time. For example, have you ever:

  • Decided where to eat with a group of friends?
  • Decided on chore assignments with your family?
  • Asked your boss for a raise?

These are all situations that involve negotiating! The Negotiation Skills Course will give participants an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved..

You will learn to:

  • Define coaching, mentoring and the GROW model.
  • Identify and set appropriate goals using the SMART technique of goal setting.
  • Identify the steps necessary in defining the current state or reality of your employee’s situation.
  • Identify the steps needed in defining options for your employee and turn them into a preliminary plan.
  • Identify the steps in developing a finalized plan or wrapping it up and getting your employee motivated to accomplish those plans.
  • Identify the benefits of building and fostering trust with your employee.
  • Identify the steps in giving effective feedback while maintaining trust.
  • Identify and overcoming common obstacles to the growth and development of your employee.
  • Identify when the coaching is at an end and transitioning your employee to other growth opportunities.
  • Identify the difference between mentoring and coaching, using both to enable long-term development through a positive relationship with your employee.

Workshop Materials

  • Comprehensive Participant Workbook
  • Quick Reference Material
  • Certificate of Completion

Negotiation Skills Course Outline:

Module One: Getting Started

  • Workshop Objectives
  • Pre-Assignment
  • Icebreaker
  • Ground Rules
  • The Parking Lot
  • Action Plans And Evaluation Forms


Module Two: Understanding Negotiation

  • The Three Phases
  • Skills for Successful Negotiating


Module Three: Getting Prepared

  • Establishing Your WATNA and BATNA
  • Identifying Your WAP
  • Identifying Your ZOPA
  • Personal Preparation


Module Four: Laying the Groundwork

  • Setting the Time and Place
  • Establishing Common Ground
  • Creating a Negotiation Framework
  • The Negotiation Process


Module Five: Phase One — Exchanging Information

  • Getting off on the Right Foot
  • What to Share
  • What to Keep to Yourself


Module Six: Phase Two — Bargaining

  • What to Expect
  • Techniques to Try
  • How to Break an Impasse




Module Seven: About Mutual Gain

  • Three Ways to See Your Options
  • About Mutual Gain
  • What Do I Want?
  • What Do They Want?
  • What Do We Want?

Module Eight: Phase Three — Closing

  • Reaching Consensus
  • Building an Agreement
  • Setting the Terms of the Agreement


Module Nine: Dealing with Difficult Issues

  • Being Prepared for Environmental Tactics
  • Dealing with Personal Attacks
  • Controlling Your Emotions
  • Deciding When It’s Time to Walk Away


Module Ten: Negotiating Outside the Boardroom

  • Adapting the Process for Smaller Negotiations
  • Negotiating via Telephone
  • Negotiating via Email


Module Eleven: Negotiating on Behalf of Someone Else

  • Choosing the Negotiating Team
  • Covering All the Bases
  • Dealing with Tough Questions


Module Twelve: Wrapping Up

  • Words from the Wise
  • Review of Parking Lot
  • Lessons Learned
  • Completion of Action Plans and Evaluations
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