The Effective Negotiator



The New Horizons’ The Effective Negotiator Program teaches participants the basics of negotiations. You will learn the basic types of negotiation and how to use negotiation processes in multiple situations. You will be able to articulate the phases required for success and learn the concepts WATNA, BATNA, WAP and ZOPA, their importance to a negotiation and how to apply them. You will be able to complete the groundwork for a negotiation and identify what information to share and what not to. Further, you will learn basic bargaining techniques, mutual gain strategies and tactics to reach consensus and establish terms of agreement. Finally, you will gain skills in dealing with personal attacks and other tricky situations as well as how to negotiate on behalf of others.

  • Workshop Objectives

  • Distributive or Integrative Negotiation
  • Phases of Negotiation
  • Skills of the Effective Negotiator

  • Understanding Your WATNA and BATNA
  • Walk Away Price of WAP
  • Identifying Your XOPA

  • Choosing the Time and Place
  • Identify Common Ground

  • Setting the Right Tone
  • What to Share
  • Practice Your Poker Face

  • What to Expect
  • Tactics for Negotiation
  • How to Break Through a Roadblock

  • Three Ways to See Your Options
  • What Do I Want?
  • What Do They Want?
  • What Do We Want?

  • Reaching Consensus
  • Building the Agreement
  • Some Key Questions

  • Environmental Tactics
  • Personal Attacks
  • Control Your Emotions or Your Emotions Will Control You
  • De-escalate the Situation
  • Time to Walk Away

  • How to Deal with Smaller Negotiations
  • Negotiating via Telephone

  • Team Information
  • Covering All the Bases
  • Tough Questions

  • Words From the Wise

This course suits anyone who needs to negotiate with other parties – internal or external – in the course of their job. Those dealing with sales, external providers, time-frame critical projects/outcomes and the management of individuals and teams will gain great benefit.
Before attending this course, students must have:

Key Business Benefits

  • Minimises friction between people in long term business relationships (internal or external customers) by stemming resentment caused in lopsided negotiations
  • Increases revenue potential through improved external negotiations
  • Meets deadlines and keeps people appeased via effective running of projects

Key Participants Benefit

  • Increases confidence through structure
  • Avoids resentment in ongoing relationships by providing strategies to create win/win outcomes
  • Helps navigate difficult negotiation situations through increased people skills
Participants will leave the course with a certificate of attendance and an individualised action plan to help support next steps on return to the workplace. More importantly you will have developed skills and knowledge to become:
  • A proficient negotiation prepare
  • More confident and comfortable as a negotiator
  • More able to get the best out of the negotiation
  • Better able to deal with conflicts and challenges
  • Capable of representing others in negotiation


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