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