Negotiating with Finesse

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Negotiating with Finesse

Friday, October 4, 2019

The Enterprise Center at Salem State University

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This course examines ways we can build a productive dialogue in both our day to day interactions and formal negotiations.

At its core, understanding and applying negotiation principles help us communicate constructively, create a positive frame of reference, and help open up as many options as possible. We will learn to create a conversation around designing a complete list of possible options before jumping to what may be premature and insufficient immediate solutions. When people trust each other, they are more likely to communicate accurately their needs, positions, and the facts of the situation. In contrast, when people do not trust each other, they are more likely to engage in positional bargaining, to use threats, and to commit themselves to tough positions.

We will look at how to assess and understand the feelings and attitudes of all parties, and how they may bias our interactions while negotiating. This workshop is designed to provide many opportunities to practice these skills using actual scenarios including an invitation to discuss your own real-world situations for immediate takeaways.

Module One: Getting Started

Workshop Objectives

Module Two: Understanding Negotiation

Types of Negotiations
The Three Phases
Skills for Successful Negotiating

Module Three: Getting Prepared

Establishing Your WATNA and BATNA
Identifying Your WAP
Identifying Your ZOPA
Personal Preparation

Module Four: Laying the Groundwork

Setting the Time and Place
Establishing Common Ground
Creating a Negotiation Framework
The Negotiation Process

Module Five: Phase One — Exchanging Information

Getting Off on the Right Foot
What to Share
What to Keep to Yourself

Module Six: Phase Two — Bargaining

What to Expect
Techniques to Try
How to Break an Impasse

Module Seven: About Mutual Gain

Three Ways to See Your Options
About Mutual Gain
Creating a Mutual Gain Solution
What Do I Want?
What Do They Want?
What Do We Want?

Module Eight: Phase Three — Closing

Reaching Consensus
Building an Agreement
Setting the Terms of the Agreement

Module Nine: Dealing with Difficult Issues

Being Prepared for Environmental Tactics
Dealing with Personal Attacks
Controlling Your Emotions
Deciding When It’s Time to Walk Away 39

NOTE: A parking permit will be emailed to all registered/paid participants shortly before the class date.

REFUND POLICY:
In-Person Class Refund Policy: 100% refund before the first class meeting; 50% before the second class meeting. No refunds after the second class meeting.