Negotiating for Results Courseware and Training Materials

What's included?
What’s included?
Available for delivery as a download from our web server or provided on CD, this courseware package includes the following resources to make your trainer’s life much, much easier.

This courseware package includes:

	Student Manual. Fully customisable. May be opened in any wordprocessor and changed to meet your exact needs.
	Trainer manual. Fully customisable with additional information for trainers.
	Ice breakers and class activities. Fully customisable. Delivered as a folder full of activities for your students.
	Content overview. Fully customisable. Comprehensive course overview to help you market your course to your customers.
	PowerPoint presentations. Fully customisable. Complete set of PowerPoint slides for use by the trainer.
	Sales information sheets. Fully customisable. Information sheets to help you sell your course to your employees or external customers.
	Additional reading… Fully customisable. Give your students some recommended further reading materials for this course.

To get started, just open this ‘Negotiating for Results’ training courseware in your favourite word processor. You can fully customise the materials to suit your exact learning needs and include your own branding. Your own tailor-made course, delivered ‘off-the-peg’ and saving you thousands of pounds in development time and man-hours. Just press print and the perfect learning experience is yours to deliver.

Course outline
Course outline

Introduction

When we hear the word “negotiation” most of us think of high-powered deals being hammered out: a powerful sport figure’s agent demanding more money for his client, a peace accord in the Middle East, or a pay increase for the teacher’s union. The atmosphere is tense, the players are tough, and the stakes are high.

Like it or not, we all are negotiators. We have to negotiate every day with family, friends, colleagues, or clients. We negotiate with our spouse about where to go for dinner. We negotiate with our child about bedtime, TV time, and allowances. This is a one-day workshop that provides participants with an interactive approach to negotiations. The skills they acquire will help them in their role as mediator and negotiator as well as in their day-to-day responsibilities. Participants will be encouraged to focus on interests rather than positions, so they can develop relationships of mutual trust, fairness and respect for one another. This is a common-sense approach based upon developing a balanced and lasting partnership to solve workplace problems. Participants will learn and practice effective communication skills, problem solving and consensus building, with the intention of turning face-to-face confrontation into side-by-side problem solving.

Highlights of what participants will learn:

• Understand the benefits of good negotiating skills that take the interests of both parties into consideration
• Have an increased ability to negotiate more effectively by turning face to face confrontation into side-by side problem solving
• Recognize that creating win-win solutions are the only sustainable solutions there are
• Identify those techniques that will be most effective in stressful negotiation situations
• Develop skills that take the interests of both parties into consideration.

Course contents

• Introduction and Course Overview You will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.
• What is Negotiation? To begin, participants will explore the different types of negotiation (including positional bargaining) and the phases of negotiation.
• The Successful Negotiator Next, participants will explore key attributes of a successful negotiator.
• Preparing for Negotiation During this session, participants will learn the elements of preparing for negotiation: identifying your fears and hot buttons; doing research into your issues and the opponent’s issues; and preparing your WAP, BATNA, WATNA, and ZOPA.
• The Nuts and Bolts This session will give participants some tips on preparing their documentation and choosing a place for the negotiation.
• Making the Right Impression Next, participants will learn the importance of self-presentation during the negotiation, including small talk, attire, first impressions, and their handshake.
• Getting off to a Good Start During this session, participants will explore how to establish common ground and how to use ground rules.
• Exchanging Information This session will look at how to exchange information, and what to do if the negotiation gets off to a bad start.
• The Bargaining Stage Participants will learn six techniques for negotiating success and they will have an opportunity to practice and observe these techniques through a role play.
• Inventing Options for Mutual Gain Next, participants will learn about the four obstacles to mutual gain, and how to turn them into negotiation advantages.
• Getting Past No and Getting to Yes This session will look at ways to get past no and how to break an impasse, so that you can get to “yes”
• Dealing with Negative Emotions During this session, participants will explore some ways to deal with negative reactions during a negotiation.
• Moving from Bargaining to Closing Next, participants will learn how to tell when it’s time to move from the bargaining phase to the negotiation phase.
• The Closing Stage This session will discuss ways to build win-win solutions, achieve a sustainable agreement, and reach consensus.
• Workshop Wrap-Up At the end of the day, students will have an opportunity to ask questions and fill out an action plan

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