Negotiation Mastery: Creating Value and Reaching Agreement

Module 1: Introduction to Negotiation

• What negotiation is—and what it is not
• Types of negotiations in the workplace
• The mindset of an effective negotiator

Module 2: Preparing for Success

• Setting goals and defining desired outcomes
• Identifying interests vs. positions
• Stakeholder analysis and research
• Building a negotiation strategy

Module 3: Communication Skills for Negotiators

• Verbal and nonverbal communication techniques
• Active listening and questioning strategies
• Understanding different negotiation styles

Module 4: Managing the Negotiation Process

• Structuring the conversation
• Anchoring, framing, and other influence techniques
• Handling objections and difficult behaviors

Module 5: Collaborative Problem Solving

• Developing creative options for mutual gain
• Finding common ground and building trust
• Techniques for breaking impasses

Module 6: Navigating Conflict and Power Dynamics

• Recognizing sources of conflict
• De-escalation strategies
• Managing emotions—yours and theirs
• Negotiating with more powerful or resistant counterparts

Module 7: Closing the Deal

• Reaching agreement and securing commitment
• Documenting the terms
• Ensuring clarity and follow-through

Module 8: Practice, Role-Play, and Feedback

• Realistic negotiation scenarios
• Partner and group role-playing
• Instructor feedback and refinement of techniques

Module 9: Action Planning and Wrap-Up

• Creating a personal negotiation improvement plan
• Q&A, final insights, and next steps