Fundamentals of Effective Negotiation
From Preparation to Execution: Build Essential Skills for Effective, Value-Driven Negotiations.
Fundamentals of Effective Negotiation is a one-day session designed to introduce you to the ABCs of negotiation and how to build a strong foundation of how to think about, prepare for, and execute negotiations in a variety of contexts (e.g., client negotiations). Through this session, you will gain greater understanding into the five fundamental questions you should ask before every negotiation to enhance your negotiating effectiveness.
Additionally, you will explore different negotiating approaches, assess your own negotiation style, and learn how it may influence your negotiated outcomes. Finally, you will gain practice negotiating in both two-party and multi-party negotiations, much like the ones you might encounter with clients, coworkers, and/or supervisors. Through these experiences, you will gain a deeper understanding of how to negotiate both assertively and collaboratively in order to create greater value-adding agreements.
This program is not currently accepting registrations. Please join our mailing list to learn about other programs currently available, and/or the interest list to be notified the next time it is offered.
Key Learnings
Additional Information
This program is ideal for entry and mid-level professionals involved in negotiations of any kind, including:
- Client-facing professionals looking to develop their negotiation skills
- Managers and supervisors who negotiate internally with teams
- Anyone in industries where fee pressures demand value-driven negotiations
- Individuals seeking to better understand their negotiation style and how to adapt it for more successful outcomes
Sample Schedule: 8:30am- 4:15pm
- 8:00– 8:20 Continental Breakfast
- 8:20 – 8:30 Introductions and program overview
- 8:30 – 10:15 Session 1 – Negotiation Interests
- Why do you want what you want? What are your underlying needs, hopes, and fears?
- 10:15 – 10:30 Break
- 10:30 – 12:00 Session 2 – B.A.T.N.A. (Best Alternative To a Negotiated Agreement) –
- What are your alternatives if this negotiation fails?
- 12:00 – 12:45 Lunch
- 12:45 – 2:15 Session 3 – Resistance points, Targets, Openings
- When to walk away – The point beyond which you cannot or will not go, the least acceptable deal
- Where you would ideally like to end up at the conclusion of the negotiation
- Who “starts” the bidding? Why does it matter?
- 2:15 – 2:30 Break
- 2:30 – 4:00 Session 4 – Negotiation Practice
- 4:00 – 4:15 Review and group discussion
Course materials are included in the cost of tuition. Course materials will be provided in paper format during the class.
Program Cancellation
This course is offered contingent upon sufficient enrollment. If a course must be cancelled, all registered participants will be notified at least five (5) calendar days before the course’s start date. All registered participants will receive a 100% tuition refund. No fees will be charged for cancelled courses.
Individual Cancellation – Refund Policy
Prospective participants who withdraw at least 10 days prior to the start of a course will receive a full refund of tuition paid.
For more information, or to speak with a program adviser, please send an email to executivewake@wfu.edu
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