Negotiation Skills

Part 1: An Introduction to Negotiation 

What Is Negotiation? 

Negotiation—Some Practical Definitions 

Identifying Opportunities for Negotiation 

To Negotiate or Not—That Is the Question 

Negotiation and Conflict 

Understanding Types of Negotiation 

Part 2: Negotiation: Attitudes and Approaches 

Negotiation Styles 

The Win-Win Approach to Negotiation 

The Give/Get Principle of Negotiation 

Managing Conflict During Negotiation 

Conflict Resolution Styles 

Characteristics of a Successful Negotiator 

Case Study: A Buy-Sell Negotiation 

 Part 3: Negotiation: The Process 

Preparing to Negotiate 

Collecting Detailed Information 

Negotiator’s Guide to Preparation 

The Seven Basic Steps in Negotiating 

Step 1: Getting to Know the Negotiators 

Step 2: Stating Goals and Objectives 

Step 3: Starting the Process 

Step 4: Revealing Disagreement and Conflict 

Step 5: Narrowing the Gap Between Negotiators 

Step 6: Finding Alternatives for Resolution 

Step 7: Agreement in Principle, Settlement, and Acknowledgment 

Reviewing the Seven Basic Steps in Negotiating 

Part 4: Strategies and Tactics 

Negotiating Through Give to Get 

Five Basic Strategies in Action 

Identifying Other Negotiation Strategies 

Ten Critical Mistakes to Avoid 

Part 5: Developing Your Skills 

Case Study: Negotiating a Project Plan 

Applying What You Have Learned