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Digital Marketing Training

Business Negotiation

Business Negotiation

Course Outline:


1 - Getting Started

  • Icebreaker
  • Housekeeping Items
  • The Parking Lot
  • Workshop Objectives

2 - Understanding Negotiation

  • The Three Phases
  • Skills for Successful Negotiating

3 - Getting Prepared

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

4 - Laying the Groundwork

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

5 - Phase One — Exchanging Information

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

6 - Phase Two — Bargaining

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

7 - About Mutual Gain

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

8 - Phase Three — Closing

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

9 - Dealing with Difficult Issues

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

10 - Negotiating Outside the Boardroom

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

11 - Negotiating on Behalf of Someone Else

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

12 - Wrapping Up

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

 

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