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In agile, flexible, demanding organizations, the ability to negotiate is critical. No longer reserved for a select few only, it is one of the essential skills in getting things done. This course has two distinct components:

Part I: Preparing for Negotiation

• Determining when to negotiate, and what to negotiate over
• Assessing the other party, their bargaining power and their perspective before entering negotiations
• Assessing needs and alternatives
• Knowing who to negotiate with
• Approaching divergent mindsets
• Establishing your bottom line and BATNA

Part II: Negotiating Face-to-Face

• Opening negotiations
• Reducing conflict through proactive arguments, questions to engage the other party
• Understanding the emotions at play
• Deciding when to be competitive and when to be cooperative
• Closing the deal

Instructor

Samuel Bacharach