Understanding Negotiations

What’s in it for me: Learn about the GROW model and differences in Coaching and Monitoring and what it means to leading.

Case Study: 1              Review Questions:1

Getting prepared

What’s in it for me: What’s in it for me: Learn the key terms in Negotiation – what the terms, BATNA, WATNA, WAP, ZOPA actually mean and how they are important in the role of negotiation.

Case Study: 1              Review Questions:1

Laying the groundwork

What’s in it for me:  Get started with establishing the right place to kick off your negotiation and establishing the right ground and framework.

Case Study: 1              Review Questions:1

Exchanging Information

What’s in it for me: Kick off with the right level of information sharing and know what t share and what cards to keep to yourself.

Case Study: 1              Review Questions:1

Bargaining

What’s in it for me:  Learn about the Bargaining process, what to expect, techniques to try and to to break an impasse.

Case Study: 1              Review Questions:1

What’s in it for me:  Mutual gain is the ideal win:win solution, however each party must still feel satisfied. Learn about creating a mutual gain situation, and understand what the opponent wants, you want and both parties can live with.

Case Study: 1              Review Questions:1

Closing the deal

What’s in it for me: Reaching a consensus at closing comes with building an agreement. This section discusses setting the terms of the agreement and how to reach the agreed consensus.

Case Study: 1              Review Questions:1

Dealing with difficult issues

What’s in it for me: Negotiations can get heated, with personal attacks and emotions in the way. Learn about managing these and dealing with such incidents and when it might be right to walk away.

Case Study: 1              Review Questions:1

Negotiating Outside the Boardroom

What’s in it for me: Adapting to small negotiations such as over the phone or by email, require a lessor process. Learn about these in this section and how to manage them.

Case Study: 1              Review Questions:1

Negotiating on Behalf of Someone Else

What’s in it for me: Learn about how to choose the right negotiation tea, and how to cover all bases. Dealing with Tougher questions and the next stage.

Case Study: 1              Review Questions:1