Strong and Effective Negotiations

Module 1: Laying the Foundation and Negotiation Approaches and Terminology

• What makes negotiating challenging
• Distinguish between positional and principled negotiating
• Understand common negotiating terms

Module 2: Preparing for a Negotiation

• Understand how to effectively prepare for a negotiation
• What questions/information to consider so that both parties are well understood

Module 3: Actively Managing a Negotiation

• Gain clarity of the general flow of a negotiation
• Understand how effective communications can enhance success
• Learn strategies on how to manage emotions that might emerge for both parties

Module 4: Negotiation Styles

• Recognize different negotiating styles and understand when to use which one in different situations and environments

Module 5: Next Steps

• Integration of different concepts and skills and application to real-life situations
• Discussion of key takeaways and areas to focus on for further improvement