Course Information



Negotiating is about resolving differences. People who can master the process of negotiation find they can save time
and money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in
their communities when they understand how to negotiate well.
Negotiating is a fundamental fact of life. Whether you are working on a project or fulfilling support duties, this
workshop will provide you with a basic comfort level to negotiate in any situation. This interactive workshop includes
techniques to promote effective communication and gives you techniques for turning face-to-face confrontation into
side-by-side problem solving.
What Will Students Learn?

  • Understand how often we all negotiate and the benefits of
    good negotiation skills.
  • Recognize the importance of preparing for the negotiation
    process, regardless of the circumstances.
  • Identify the various negotiation styles and their
    advantages and disadvantages.
  • Develop strategies for dealing with tough or unfair tactics.
  • Gain skill in developing alternatives and recognizing
  • Understand basic negotiation principles, including BATNA,
    WATNA, WAP, and the ZOPA.
    What Topics are Covered?
  • What is negotiation?
  • The successful negotiator
  • Preparing for negotiation
  • Making the right impression
  • Getting off to a good start
  • Exchanging information
  • The bargaining stage
  • Reaching mutual gain and moving beyond
  • Dealing with negative emotions
  • Moving from bargaining to closing
  • Solution types