Introduction to Basic Negotiation Skills

• What is Negotiation? Many Definitions
• What Can you Negotiate and Who Can you Negotiate With?
• Two Types of Negotiations
• Integrative versus Distributive Negotiation

Negotiation Styles

• Positional Bargaining (Problem Oriented)
• Soft versus Hard Negotiations
• Solution Oriented Bargaining
• Principled Negotiation (The Harvard Model)
• Which Style to Choose?

Negotiation and Personality Styles

• Characteristics of an Effective Negotiator
• Negotiation Style Profile: Administration and Determination of Own Style
• DiSC - Self Assessment Questionnaire: Administration and Scoring
• Role-Play with Observers' Comments Using DiSC Profile

Essentials of Negotiation

• Key Approaches to Negotiation
• Principles of Negotiation
• The Four Phases of Negotiation
• Plan, Debate, Propose, Bargain
• Choosing When to Walk Away (BATNA)
• How to Concede - Dos and Don'ts

Negotiation Planning, Preparing, and Power

• The Seven Negotiation Pillars for Preparation
• Checklist for Planning a Negotiation
• Assessing the Source of Negotiating Power
• Altering the Balance of Power

Negotiation Strategies and Tactics

• Thirteen Basic Negotiation Tactics
• Negotiation Mistakes to Avoid
• Dealing with Difficult Negotiators

Trust-Building

• Ranking and Discussing the 10 Behaviors in Negotiations

Negotiation in the Middle East and Around the World.

• Business Environment Affecting Negotiations
• Cultural Factors Affecting Negotiations

Preparing and Conducting Individual and Team Negotiations

• Practical Role Plays