Effective Negotiation Techniques (Live Online)

People, project managers, and organizations negotiate every day. In this one-day course, participants will examine different types of negotiation techniques and when to best use them. First, the term “negotiation” must be defined. Does negotiation mean compromise and giving up things we should keep? Can we negotiate by taking unilateral action or will that cause a less-than-desirable outcome? Although we must use our intuition and experience to know when to negotiate, we can get better outcomes with some knowledge, skills, and techniques from which to choose the best negotiation strategy. The course content will explore the relationship between power, rights, and interests in both formal negotiations and “everyday” negotiations around priorities and scheduling with a team or department. By the end of the session, participants will become familiar with a variety of negotiation strategies and when to select (or change to) one technique over another. Course agenda can be found below:(Note – Case studies selection based on client preference and will include both commercial and public sector examples)Welcome, Introduction, and syllabus overviewDistinguish “negotiation” from “bargaining”Recognize “negotiation” as a type of conflict resolutionIdentify one’s personal preference in conflictActivity: Conflict Management InventoryModule 1: Bargaining TechniquesCommon tactics for getting what you wantCase Study 1Document insights and lessons learnedModule 2: Principled Negotiation CharacteristicsExamine Key StrategiesFocus on interests, not positionsSeparate people from issuesDevelop options for mutual benefitUse objective criteria to measure successful outcomeExplore a Four-Step ProcessPlanningCase Study 2EngagementAgreementCase Study 3Follow-throughModule 3: When They Are Not NegotiatingReview six strategies to maintain your focus on principled negotiationExamine when to select a new approach, including hard bargainingCase Study 4Summary and Next StepsReview class and individual lessons learned from case studiesCreate personal Application Plan (how participant will use content at work)Final QuestionsCourse EvaluationsLEARNING OBJECTIVESExamine the relationship between power, rights, and interestsRecognize “hard bargaining” strategiesExplore the characteristics of principled-based negotiationValue “interest” over “position”Develop options for mutual benefitDocument objective criteria to measure success of the negotiation agreementReview when to negotiate and when to leave a negotiation based on identifying alternativesPractice negotiation skillsCreate a plan to apply the content to their current work.