The Art of Negotiation (Online & In-Person, Denver Based)

Learning Objectives:
Upon completion of this program, participants will be able to:

  • Recognize that everyone negotiates
  • Understand different negotiation styles through use of the DiSC Profile (OPTIONAL)
  • Identify the four objectives of any negotiation
  • Understand the elements of the negotiation process
  • Follow four logical steps of negotiation
  • Describe the characteristics of good negotiators
  • Realize how to use 10 negotiation strategies
  • Use techniques to break negotiation deadlocks
  • Manage people who won’t play by the rules of negotiation

 

Course Outline:
WHAT IS NEGOTIATION?

  • Definition of negotiation
  • Examples of situations where negotiations take place
  • What factors make negotiating difficult?

UNDERSTANDING MY PREFERRED NEGOTIATION STYLE AND STYLES OF OTHERS (OPTIONAL DISC MODULE)

  • Experiencing the DiSC Behavioral Assessment Tool (online tool taken by participants prior to class and participants will bring results to class with them)
  • Identifying my preferred negotiation style and the style of others
  • Learning flexibility and adaptability to meet customer needs

THE OBJECT OF THE GAME

  • Understand the four objectives of negotiation
  • The three most important questions to determine your objective.
  • The 5 key facts of any negotiation 

THE BASIC GAME PLAN

  • Describe and analyze the elements of the negotiation process
  • Use specific questions to clarify the importance of these elements
  • How to base your negotiation strategy

HOW TO PLAY THE GAME

  • Follow four logical steps in any negotiation
  • Use specific tools and techniques of each step of the game
  • Application activity

GAME PLAYING SKILLS

  • Describe the skills and personal characteristics of good negotiators
  • Access your own negotiation skills

GAME STRATEGIES

  • Describe 10 negotiation strategies
  • Know when to use and not use these strategies
  • Know how to respond when these strategies are used on you
  • Building agreements application activity

TROUBLESHOOTING

  • Use 10 techniques for breaking negotiation deadlocks
  • Recognize bag-guy behaviors and how to counter the maneuvers
  • Manage parties that won’t play by the rules

PERSONAL ACTION PLAN FOR IMPROVING NEGOTIATION EFFECTIVENESS

  • How Will I Use These Skills to Improve My Negotiation Skills?
  • Develop a Negotiation Plan of Action

Course Length:
1/2 Day - Full Day