Training Center:
Inwood Village Business Park| 2722 W. Bitters, Suite 106
San Antonio, Texas 78248
Course outline
Module 1 : Introduction to negotiation
Module 2: Personality types
Module 3: Personality types
Module 4: Preparing for negotiation
Module 5: Opening the negotiation
Module 6: Exchange information and bargain
Module 7: Handle opposition
Module 8: Close the negotiation
*Certificate of Completion
Inwood Village Business Park| 2722 W. Bitters, Suite 106
San Antonio, Texas 78248
Course outline
Module 1 : Introduction to negotiation
- Identify the qualities of successful and unsuccessful negotiators
- Define negotiation and provide examples of when you have negotiated in and outside work
- Identify a negotiation situation you will practice during class
Module 2: Personality types
- Explain the benefits of knowing personality styles
- Explain the behaviors as well as the strengths/weaknesses of each personality style
- Identify your own personality style.
- Identify how to work more effectively with each personality style while negotiating.
Module 3: Personality types
- Explain how to choose a negotiation strategy based on relationship and results
- Define positional bargaining.
- Identify the differences between " Soft" and " Hard" negotiating.
- Define principled negotiation.
- Identify the four steps in the negotiation process
Module 4: Preparing for negotiation
- Identify fears and " hot buttons " as well as strategies to overcome them.
- Identify areas to research on your side and on your opponent's side.
- Define your BATNA (best alternative to a negotiation agreement), WATNA (worst alternative to a negotiation agreement), WAP (walk away point) and ZOPA (zone of possible agreement)
- Skill practice: Prepare for your personal negotiation situation.
Module 5: Opening the negotiation
- Explain how to create a positive first impression.
- Explain the importance of "small talk" and finding common ground in negotiation.
- Explain how setting ground rules can influence a negotiation
- Identify important negotiation ground rules.
Module 6: Exchange information and bargain
- Explain how to initially exchange information
- Identify contingency plans for unfavorable situations.
- Explain bargaining techniques
- Explain strategies for inventing options for mutual gain.
Module 7: Handle opposition
- Explain strategies to bring your opponent from NO to YES
- Identify strategies to deal with negative emotions.
Module 8: Close the negotiation
- Explain how to move from bargaining to closing.
- Explain the closing process.
- Practice your personal negotiation situation and get feedback from other participants
*Certificate of Completion
