TRAINING - NEGOTIATION SKILLS COURSE

With offices in Ottawa and Toronto

In this workshop participants learn invaluable negotiation skills. Here are some of the topics we cover:

Best Alternatives to a Negotiated Agreement (BATNA)

• Understanding your Best Alternative to a Negotiated Agreement (BATNA)
• Figuring out the other side`s BATNA
• Understanding how each side’s BATNA might impact the negotiation

Interests

• What are your interests in the negotiation (what you need as opposed to your goals, what you may want or what you see as fair)
• Figuring out the other side`s interests
• The role of interests in negotiation
• Figuring out which interests are likely to create challenges
• The role of common interests
• Identifying and dealing with opposed interests

Options

• How to generate options for settlement
• How to evaluate options
• How to deal with options you do not like when they are raised by the other side
• Ways of selling the options you like

Objective Criteria

• Using objective criteria to be more persuasive
• Dealing with objective criteria raised by the other side

Relationship

• Evaluating the importance and the role of relationships
• Understanding the sort of relationship you want to have with the other negotiator(s)
• Using the relationship during the negotiation

Goals

• The role of goals in negotiation
• Setting realistic and achievable goals
• Avoiding unconstructive goals
• Changing the other side's goals
• Not losing sight of the ball
• What is a good deal
• What is a bad deal

Strategy

• How to put together and execute a winning strategy
• Effective preparation strategies
• Effective negotiation tactics
• Dealing with the other side's tactics
• Dealing with difficult people and difficult situations
• Being adaptive
• Navigating the zone of potential agreements

Process

• How to structure the negotiation process
• Effective process tactics and approaches

Communication

• Effective communication strategies
• How to get the other side to hear what it does not want to hear
• How to encourage information exchange through the use of interactive listening skills

Commitment

• If you reach agreement, what should that agreement look like
• Making sure you do what you need to do now to be in a position to finalize the deal
• Papering the deal

AVAILABILITY OF OUR COURSES

Our Negotiation Skills Course is currently only offered to organizations as a customized in-house workshop. Please contact us to have one of our trainers design a customized negotiation skills course that meets the specific needs of your organization.

Our Alternative Dispute Resolution (ADR) Course (3 days), which is offered for individual general public registration, encompasses all of the material covered in our Negotiation Skills Course and more.

For our course schedule - click here

For information about our lead trainers - Roger Beaudry and Joy Noonan - click here

For information about our approach to training - click here

Nos formations sont aussi offertes en français.
Our courses are also offered in French.