About This Course

Through this workshop, you will understand the basic types of negotiations, the phases, and the skills needed for successful negotiating. The Negotiation Skills workshop will give you a sense of understanding your opponent and the confidence to not settle for less than you feel is fair. You will learn that an atmosphere of respect is essential, as uneven negations could lead to problems in the future. Module One: Getting Started Module Two: Understanding Negotiation The Three Phases Skills for Successful Negotiating Module Three: Getting Prepared Establishing Your WATNA and BATNA Identifying Your WAP Identifying Your ZOPA Personal Preparation Module Four: Laying the Groundwork Setting the Time and Place Establishing Common Ground Creating a Negotiation Framework The Negotiation Process Module Five: Phase One — Exchanging Information Getting off on the Right Foot What to Share What to Keep to Yourself Module Six: Phase Two — Bargaining What to Expect Techniques to Try How to Break an Impasse Module Seven: About Mutual Gain Three Ways to See Your Options About Mutual Gain What Do I Want? What Do They Want? What Do We Want? Module Eight: Phase Three — Closing Reaching Consensus Building an Agreement Setting the Terms of the Agreement Module Nine: Dealing with Difficult Issues Being Prepared for Environmental Tactics Dealing with Personal Attacks Controlling Your Emotions Deciding When It’s Time to Walk Away Module Ten: Negotiating Outside the Boardroom Adapting the Process for Smaller Negotiations Negotiating via Telephone Negotiating via Email Module Eleven: Negotiating on Behalf of Someone Else Choosing the Negotiating Team Covering All the Bases Dealing with Tough Questions Module Twelve: Wrapping Up Duration: 1-2 day in-house workshop with an expert trainer, dependent on your needs (in-person or online)

Policies

Quotations are valid for 60 days. Website pricing is subject to change without prior notice. Payment is due within 30 days, or as specified for approved accounts with written agreements with ht+a, alternatively it is due upon receipt of an invoice. All bank charges for forex transactions are to be borne by the client. Delegate placements on public courses or scheduling of in-house courses will only be confirmed once payment, an approved purchase order or a signed quotation/agreement is received. For in-person public courses, the fee includes the event venue, coffee, refreshments, and lunch. It does not include accommodation or other travel expenses. ht+a will share accommodation discount options with you if available and recommends booking 2 weeks before an event to ensure the event is a confirmed go-ahead. ht+a is not liable for travel expense losses due to cancellation by either party, weather, flight delays, or other unforeseen circumstances. For in-person in-house courses, unless otherwise specified, pricing assumes the training will take place at the client's location and ht+a will not provide catering. The Client will ensure that the training room will be equipped with all necessary tools including flip charts, markers, video projectors/screens, appropriate furnishings and ample electrical outlets. Sustainability & Materials: - Delegates require an email address and a stable and active internet connection with suitable equipment (computer, smartphone or tablet) to access course materials and, where applicable, to complete online tests and join live video calls. - Printed course materials will not be provided, including for in-person or in-house events. Customers may print their course materials if desired. - ht+a no longer provides publications (textbooks) as part of the course fee. It is the customer's responsibility to procure any supplementary material either as an add-on from ht+a (payment is required in advance), OR from the VDA (https://shorturl.at/fbHJs) or the AIAG (https://shorturl.at/z73jg) directly (all corresponding shipping and duties will be for the customer's account). Due to copyright, ht+a does not provide digital copies of publications. - Digital certificates will be provided. Certificates for VDA QMC courses will only be issued once full payment is received. Certificates for ht+a courses will be automatically issued upon completion of course requirements. Customers may print their certificate if desired.