Effective Negotiation Techniques



For many people, negotiating can be stressful. It doesn't have to be that way, though. In this course, you'll learn how to prepare for negotiation so you feel confident before the session even begins and how to avoid getting caught off guard by your counterpart. You'll also learn what to say—and what not to say—to strengthen your position and different approaches to take to closing the agreement.

Virtual short courses do not include materials or headsets.


All professionals

Learning Objectives

  • The differences between competitive and collaborative negotiation
  • How to prepare for a negotiation
  • Tactics your counterpart may use
  • The benefits of having a silent partner
  • How to use time to your advantage
  • When to table an issue or caucus with your team

1. Introduction

  • Definition of Negotiation
  • Common Negotiation Situations
  • Formal vs. Informal Negotiation
  • Competitive vs. Collaborative Negotiation

2. Preparing to Negotiate

  • Get Ready
  • Know What You Want and Learn What They Want
  • Anticipate Likely Negotiation Tactics
  • Don't Get Caught Off Guard

3. Staying in Control

  • Control Your Emotions
  • Stay Tight-Lipped
  • Provide Multiple Options
  • Maintain Your Sense of Humor

4. Negotiation Techniques

  • Never Work Alone
  • Be Aware of Time
  • Aim High
  • Don't Speak First
  • Listen Actively
  • Use Experts
  • Don't Get Stuck on Policies and Rules
  • Table Issues You Can't Resolve
  • Need a Timeout? Caucus with Your Team
  • Allow the Other Party to Make the First Concession
  • Work Toward an Agreement

5. Dealing with Tough Negotiators

  • The Effective Negotiator
  • The Experienced Game Player
  • The Inexperienced Negotiator