TRAINING - NEGOTIATION SKILLS COURSE

In this workshop participants learn invaluable negotiation skills. Here are some of the topics we cover:

Best Alternatives to a Negotiated Agreement (BATNA)

  • Understanding your Best Alternative to a Negotiated Agreement (BATNA)
  • Figuring out the other side`s BATNA
  • Understanding how each side’s BATNA might impact the negotiation

Interests

  • What are your interests in the negotiation (what you need as opposed to your goals, what you may want or what you see as fair)
  • Figuring out the other side`s interests
  • The role of interests in negotiation
  • Figuring out which interests are likely to create challenges
  • The role of common interests
  • Identifying and dealing with opposed interests

Options

  • How to generate options for settlement
  • How to evaluate options
  • How to deal with options you do not like when they are raised by the other side
  • Ways of selling the options you like

Objective Criteria

  • Using objective criteria to be more persuasive
  • Dealing with objective criteria raised by the other side

Relationship

  • Evaluating the importance and the role of relationships
  • Understanding the sort of relationship you want to have with the other negotiator(s)
  • Using the relationship during the negotiation

Goals

  • The role of goals in negotiation
  • Setting realistic and achievable goals
  • Avoiding unconstructive goals
  • Changing the other side’s goals
  • Not losing sight of the ball
  • What is a good deal
  • What is a bad deal

Strategy

  • How to put together and execute a winning strategy
  • Effective preparation strategies
  • Effective negotiation tactics
  • Dealing with the other side’s tactics
  • Dealing with difficult people and difficult situations
  • Being adaptive
  • Navigating the zone of potential agreements

Process

  • How to structure the negotiation process
  • Effective process tactics and approaches

Communication

  • Effective communication strategies
  • How to get the other side to hear what it does not want to hear
  • How to encourage information exchange through the use of interactive listening skills

Commitment

  • If you reach agreement, what should that agreement look like
  • Making sure you do what you need to do now to be in a position to finalize the deal
  • Papering the deal

 


MORE INFORMATION ABOUT THE TRAINING WE PROVIDE

For information about our lead trainer – Roger Beaudry

To read what past participants have said about our workshops – click here


AVAILABILITY OF OUR COURSES

Our Negotiation Skills Course is currently only offered to organizations as a customized in-house workshop. Please contact Roger Beaudry at roger@aptusrx.com to design a customized negotiation skills course that meets the specific needs of your organization.

For a list of the courses we offer for individual general public registration, please click here.


Nos formations sont aussi offertes en français.
Our courses are also offered in French.

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