Negotiation Skills: Advanced

This class picks up where the basic Negotiation Skills class leaves off.  It is mandatory that all participants have gone through the basic class and have received their Insights profiles prior to the course.   

The focus on this class is on guided practice.  Each phase of the Negotiation Process is broken down into sections.  The participants are given a practice scenario and then are asked to role-play the scenario applying one section of the process at a time.  Participants are divided into small groups, each containing an observer who will offer constructive critique along with the facilitator.    The last half of the day will be spent on intensive guided practice sessions moving the participants completely through the negotiation process. 

 Duration: 8 hours

Prerequisites: Negotiation Skills

Course Outline:

·         Diagnosing the Situation

o   Selecting Your Style

·         Phases of the Negotiation Process

o   Planning           

o   Setting the Climate

o   Issue Identification

o   Bargaining

o   Agreement

o   Review of terms

·         Additional Skills

o   Building Trust

o   Reading Between the Lines

o   Posturing

o   Anger Management

o   Overcoming Deadlocks

o   Reaching Agreement

·         Competition vs. Collaboration

o   How to be sure?

·         Guided Practice

o   Case study scenarios