Negotiation is a skill that most everyone uses often in life, even animals negotiate with each other. Whether you are negotiating the best deal for your new car, or you are negotiating with your spouse on who is doing the dishes that night, skills to swing the deal in your favour come in handy. Negotiation skills are important for everyone, no matter what they do for a living, for many reasons.
Course Outline:
SECTION 1: What is Negotiation?
SECTION 2: Types of Negotiators
SECTION 3: Positional Bargaining
- Hard vs. soft negotiating
- Problems with positional bargaining
- Alternatives to positional bargaining
SECTION 4: The Successful Negotiator
SECTION 5: Negotiation Essentials
- Preparation
- Organisation
- Hot Buttons
- BATNA
- WAP
SECTION 6: Preparing for Negotiation
SECTION 7: Inventing Options for Mutual Gain
SECTION 8: Fear
- Humiliation
- Rejection
- Loss of Power
- Failure