Effective Negotiations
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Negotiations based on principles rather than positions are the most effective because they create win-win situations.
Participants in this workshop will first learn to determine whether or not to negotiate. If negotiation is the chosen option, participants will be equipped with the knowledge and tools to “be hard on the problem, and easy on the people.”
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1. Differentiate between "positions" and "interests”
2. Use questions to bring out interests
3. Use objective standards to reconcile con-flicting interests
4. Develop a BATNA - Best Alternative To A Negotiated Agreement - and recognize when it makes sense to walk away from negotiation
5. Recognize and respond appropriately when the other side uses dirty tricks |
People at any organizational level who must negotiate as part of their job. |
2 days |
