INTRODUCTION
When we use the word 'negotiation', many people think of big organisation or business discussions or secret meeting with Union representatives. This is a misconception as we negotiate all the time in our normal daily life.  We all at some point have discussed with a few friends where to eat or drink, or something as simple as who is going to take the rubbish out. Not all our negotiations are trivial. Discussions with your manager regarding salary or the price you pay for a new home or car, are all situations that involve negotiating! During this training, participants will get an understanding of the phases of negotiation, tools to use during negotiation, and ways to build win-win solutions.

BENEFITS OF ATTENDING

• Understand the basic types of negotiations and the phases required for success.
• Understand the concepts: WATNA, BATNA, WAP, and ZOPA
• Complete the groundwork for negotiation
• Identify what information to share and what to keep to yourself
• Basic bargaining techniques
• Identifying mutual gain strategies
• Reach consensus and set the terms of agreement
• Deal with personal attacks and other difficult issues
• How to use negotiating processes in our everyday life
• How to negotiate on behalf of someone else

DAY 1

Section One: Getting Started

•   Workshop Objectives
•   Action Plans and Evaluations

Section Two: What is Negotiation

• Distributive or Integrative Negotiations  
• CASE STUDY 1: The Boeing-Airbus Dispute Part 1
• Phases of Negotiation  
• ACTIVITY: Phases of Negotiation
• Skills of the Effective Negotiator  
• EXERCISE: Skills of the Effective Negotiator

Section Three: It’s all in the Preparation

• Understanding Your WATNA and BATNA  
• EXERCISE: Understanding Your WATNA and BATNA
• Walk Away Price or WAP  
• EXERCISE: Walk Away Price or WAP
• Identifying Your ZOPA
• CASE STUDY 2: The Boeing-Airbus Dispute Part 2
• EXERCISE: Identifying Your ZOPA

Section Four: Creating a Communicative Atmosphere

• Choosing the Time and Place  
• EXERCISE: Choosing the Time and Place
• Identify Common Ground  
• SCENARIOS: Identify Common Ground

Section Five: Phase One — Exchanging Information

• Setting the Right Tone
• ACTIVITY: Setting the Right Tone
• What to Share  
• EXERCISE: What to Share
• Practice Your Poker Face  
• ACTIVITY: Practice Your Poker Face

Section Six: Phase Two — Bargaining

• What to Expect  
• EXERCISE: What to Expect
• Techniques to Try  
• EXERCISE: Tactics for Negotiation
• How to Break Through a Roadblock
• EXERCISE: How to Break Through a Roadblock

DAY 2

Section Seven: Mutual Understanding

• Three Ways to See Your Options  
• GUIDED EXERCISE: Three Ways to See Your Options
• What Do I Want?  
• ACTIVITY: What Do I Want?
• What Do They Want?  
• ACTIVITY: What Do They Want?
• What Do We Want?  
• EXERCISE: What Do We Want?

Section Eight: Phase Three — Closing

• Reaching Consensus  
• EXERCISE: Reaching Consensus
• Building the Agreement  
• ACTIVITY: Building the Agreement
• Some Key Questions  
• EXERCISE: Some Key Questions

Section Nine: Dirty Tricks

• Personal Attacks
• EXERCISE: Personal Attacks
• Control Your Emotions  
• De-escalate the Situation  
• CASE STUDY 3: Dealing with an Insulting Client
• CASE STUDY 4: Resolving Issues with a Blaming Supplier
• Time to Walk Away  
• EXERCISE: Time to Walk Away

Section Ten: Everyday Negotiation

• How to Deal with Smaller Negotiations  
• ACTIVITY: How to Deal with Smaller Negotiations
• Negotiating via Telephone  
• ACTIVITY: Negotiating via Telephone

Section Eleven: Negotiating on Behalf of a Third Party

• Team Information  
• ACTIVITY: Team Information
• Covering All the Bases  
• ACTIVITY: Covering All the Bases
• Tough Questions  
• ACTIVITY: Tough Questions

Section Twelve:

• It's a Wrap