Negotiation Skills and Strategies

“You do not always get what you deserve.  You get what you negotiate.”

It is true that high quality negotiation skills are a key factor in getting needs met for individuals and our organizations.  This workshop will enhance the participants’ capacity to effectively use interest-based negotiation concepts and tools to achieve mutually satisfactory agreements that will satisfy underlying interests.  Participants will explore the practice of outcome setting, distinguishing between positions and interests, emerging interests through reflective listening and chunking, generating options, creating standards to evaluate options, and agreement management.

OUTLINE

• Position versus interest-based negotiation 
  
• Interest-based principles 
  
• Negotiation preparation 
  
• Negotiation process 
  
• Framing the challenge 
  
• Creating options 
  
• Best Alternative to a Negotiated Agreement  (BATNA) 
  
• Developing and applying standards 
  
• When to caucus 
  
• Formulating an integrative solution 
  
• How to determine success 
  
• Effective use of power 

OUTCOMES

• Recognize their current negotiating style
  
• Understand the power of interest-based negotiation
  
• Expand and refine their negotiation “tool box”
  
• Practice negotiation strategies
  
• Enhance effectiveness in professional and personal negotiations

Home  I  Contact Us
Neil Katz and Associates © All material is subject to copyright and may not be utilized without permission.