Negotiating to Win

Impact on the Organization

As organizations increasingly decentralize and empower frontline staff, far more employees need strong negotiation skills. More than ever, employees need to negotiate effectively both within and outside the organization. They find themselves negotiating in areas ranging from budgeting and goal-setting to resource allocation. Effective negotiation is increasingly essential to problem-solving in complex environments with diverse stakeholders, and to obtaining commitments from colleagues, partners, and customers. Just as negotiation skills are crucial to organizational success, they are equally crucial to individual success: preparing your people for career growth now involves teaching them the proven best practices of successful negotiators.

Learning Objectives

• Identify Win/Win and Give/Get philosophy of negotiating
• Identify and apply effective tools and techniques to improve negotiation skills
• Relate the Six Steps in Negotiating to a current situation
• Practice the Six Steps in Negotiation
  

Program Description

This module focuses on the skills necessary to become a successful negotiator. Its content can be modified for individuals with skill levels ranging from beginner to polished professional. The module emphasizes two proven negotiation paradigms: Win/Win and Give/Get negotiations. Participants discuss opportunities for negotiation, and use simulations to practice new negotiating skills. They master a six-step negotiating process, and then apply this framework to prepare for upcoming, anticipated negotiations. Along the way, instructors identify crucial errors negotiators commonly make at each step of the process, and show how to avoid those mistakes.

Time Investment

Typically 4 hours.

Customization

This program can be customized to reflect your organization’s procedures, policies, cases, examples, and terminology. Please inquire about these optional consulting services.

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