Check Point Competencies:
Processes Information, Adjusts to Circumstances, Thinks Creatively, Builds Personal Relationships
Learning Objectives:
- Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating
- Understand & apply negotiating concepts: WATNA, BATNA, WAP, and ZOPA
- Lay the groundwork for negotiation
- Identify what information to share and what to keep to yourself
- Understand basic bargaining techniques
- Apply 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
