Essential Negotiating Strategies

In the course of doing business, each of us is frequently involved in negotiations, even if we do not always recognize the situation by name. Indeed, we are called upon to negotiate with our investors, our vendors, our clients, and our employees. This introductory class will cover some of the techniques and strategies that are essential to all negotiations.

We begin by discussing concepts that participants will use in a live, role-playing negotiation exercise. Participants are then paired off to prep for their respective roles in the exercise and to negotiate. The pairs report their results to the group, and we engage in an interactive discussion that draws out the lessons to be learned from the exercise, and thus the lessons to take from the class into the real world. We will leave time for Q & A, so participants should consider bringing questions about negotiating scenarios they have personally encountered or anticipate encountering.

After completing this class, participants will have a basic understanding of fundamental tactics and concepts that are applicable to a broad range of negotiations.

Takeaways:

• Understand key negotiation terms and concepts, including Best Alternative to a Negotiated Agreement (BATNA)
• Identify target points and how to define them
• Identify the point at which you should walk-away and how it relates to BATNA
• Learn Pre-negotiation, First Offer, and Persuasion techniques

Prereqs & Preparation:
Participants at all levels are welcome. No prior negotiating experience is necessary. Please bring a pencil and notebook to class.