NEGOTIATIONS
This module will provide a general overview of negotiation skills and will utilize experiential exercises and simulations to help participants better prepare for future negotiations. To help guide learning, all participants will receive a copy of the highly acclaimed negotiations book "Getting to Yes." Topics covered in this session include:
- Negotiation defined and goals of negotiation
- Identifying positions vs. interests
- Consequences of positional bargaining and soft negotiating
- Principled negotiation
- Separating people from the problem
- Strategies for focusing on interests rather than positions, including consideration of BATNA (Best Alternative To a Negotiated Agreement)
- Generating options
- Evaluating options on the table using objective criteria
- Preparing for an effective negotiation