Agenda

1 - Getting Started

Icebreaker
Housekeeping Items
The Parking Lot
Workshop Objectives

2 - Understanding Negotiation

The Three Phases
Skills for Successful Negotiating

3 - Getting Prepared

Establishing Your WATNA and BATNA
Identifying Your WAP
Identifying Your ZOPA
Personal Preparation

4 - Laying the Groundwork

Setting the Time and Place
Establishing Common Ground
Creating a Negotiation Framework
The Negotiation Process

5 - Phase One — Exchanging Information

Getting off on the Right Foot
What to Share
What to Keep to Yourself

6 - Phase Two — Bargaining

What to Expect
Techniques to Try
How to Break an Impasse

7 - About Mutual Gain

Three Ways to See Your Options
About Mutual Gain
What Do I Want?
What Do They Want?
What Do We Want?

8 - Phase Three — Closing

Reaching Consensus
Building an Agreement
Setting the Terms of the Agreement

9 - Dealing with Difficult Issues

Being Prepared for Environmental Tactics
Dealing with Personal Attacks
Controlling Your Emotions
Deciding When It’s Time to Walk Away

10 - Negotiating Outside the Boardroom

Adapting the Process for Smaller Negotiations
Negotiating via Telephone
Negotiating via Email

11 - Negotiating on Behalf of Someone Else

Choosing the Negotiating Team
Covering All the Bases
Dealing with Tough Questions

12 - Wrapping Up

Words from the Wise
Review of Parking Lot
Lessons Learned
Completion of Action Plans and Evaluations