Effective Negotiation Skills

Negotiation is the process of two people or groups resolving their conflicts or issues and reaching an acceptable solution to move forward. Leadership involves the use of persuasion and negotiation with an intention to achieve a win-win outcome. To persuade people to follow your lead, you need to appeal to their interests, communicate with them effectively, and sell your vision—all of which are part of effective negotiation.

Learning Objectives

• Master the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating
• Apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA
• Lay the groundwork for negotiation
• Identify what information to share and what to keep to yourself
• Learn basic bargaining techniques
• Use strategies for identifying mutual gain
• Understand how to reach consensus and set the terms of agreement
• Deal with personal attacks and other difficult issues
• Use the negotiating process to solve everyday problems
• Negotiate on behalf of someone else