Negotiation Skills Training Outline

Let’s Not Split The Difference:
How To Get What You Want Through Negotiation

Anatomy of a negotiation 
– Content
– Technique
– Outcome

The power of leverage
– Happy to have
– If only I could have
– “Gotta” have

Negotiate with yourself first
– Learn your negotiating strengths
– Why you are different than any other negotiator

Understand the negotiation process
– Your position vs. their position
– Your interests vs. their interests

Develop your own negotiation agenda
– Power
– Information
– Time

The Four W’s of your negotiation
– who
– what
– when
– where

Avoiding some of the dirty tricks
– Tactics
– Problems
– Styles
– Tools