Negotiation Essentials

Negotiation Essentials
Certificate

May 15, 22, & 29, 2021
Negotiation Essentials Certificate
10AM-11:30AM US/Eastern

A series of three interactive lectures, 90 minutes each

Saturday May 15, 2021
Negotiation Essential Analysis
10AM-11:30AM US/Eastern

Focus of this workshop:

Mapping the problem: Create a framework to understand the dynamics and structure of the negotiation, before the actual negotiation
Perspectives, interests, standards: Learn how to protect and increase the value of your ideas
Alternatives and options: Adopt a mutual gains approach to negotiation and increase the value creation process

Saturday May 22, 2021
Negotiation Essential Communications
10AM-11:30AM US/Eastern

Focus of this workshop:

Active listening: Listening to what the other person is saying, specifically to the message being conveyed
Asking questions: Using questions to gain knowledge that will broaden the options during the negotiation.
Reframing: Strategy to recap your understanding ofwhat your opponenthas said. This helps your opponent to re-evaluate andexpand theirpoint of view, often prompting them to explain theirreasoning and engage in value-creation.
Connecting and building trust: Both essential skills that can enhance the effectives of a negotiation. Learn to maximize these skills without compromising your position.

Saturday May 29, 2021
Negotiation Essential Responses
10AM-11:30AM US/Eastern

Focus of this workshop:

Emotions: Don’t let your emotions get the best of you during a negotiation and compromise your position. Learn to manage and assess your emotions to ensure a smooth and efficient negotiation process.
Concerns: Alleviate your concerns by engaging and formulating the right questions and responses.
Compromises, trades and packages:Learn to create the best possible outcome by maximizing your options and outcomes in the negotiation.
Commitments and satisfaction: Ensure a successful sustainable agreement.