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NEGOTIATION SKILLS TRAINING - Coggle Diagram
NEGOTIATION SKILLS TRAINING
HOW?
EXCHANGING INFO
The first step to getting the things you want out of life is this: Decide what you want.
Both sides state their positions on the issues being addressed in a non-confrontational way. The tricky part of this phase is deciding what to reveal and what to hold back.
Getting off on the Right Foot
What to Share
What to Keep to Yourself
BARGAINING
My idea of an agreeable person is someone who agrees with me.
It is the heart of the negotiation process. This phase — bargaining — is what most people mean when they talk about
negotiation.
What to Expect
Techniques to Try
How to Break an Impasse
Mutual Gain
Three Ways to See Your Options
About Mutual Gain
Creating a Mutual Gain Solution
What Do I Want?
What Do They Want?
What Do We Want?
CLOSING
The final phase of a negotiation is a time for reaching a consensus and building an agreement. A little hard work in this phase can ensure that
the negotiation achieves it desired results
Reaching Consensus
Building an Agreement
Setting the Terms of the Agreement
PREPARATION
If you don’t know where you are going, you will probably end up somewhere else.
Lawrence J. Peter
Before you begin a negotiation, you need to define what you hope to get out of it, what you will settle for, and what you consider unacceptable. You also need to prepare yourself personally. The key to personal preparation is to approach the negotiation with self-confidence and a positive attitude.
Establishing Your WATNA and BATNA
Identifying Your WAP
Identifying Your ZOPA
Personal Preparation
Laying the groundwork
Setting the Time and Place
Establishing Common Ground
Creating a Negotiation Framework
The Negotiation Process
WHY?
WHAT ?
PROCESS
PREPARATION
OPENING POSITION
BARGAINING
MOVEMENT
CLOSING
TYPES
INTEGRATIVE
DISTRIBUTIVE
SKILLS
Communication
Effective Speaking
Effective Listening
Persuasion:
The ability to influence others is an important skill for negotiation. It can help you define why your proposed solution is beneficial to all parties and encourage others to support your point-of-view.
Planning
negotiation process
deciding how the terms will be carried out.
Strategizing
Consider all possible outcomes, and be prepared for each of these scenarios.
WHO, WHEN, WHERE?