Negotiation Essentials: Planning for Negotiation

All individuals that want to understand and develop their negotiation skills

Please contact us for information about prerequisites.

Expected Duration
60 minutes

It’s true that negotiating can sometimes seem a daunting task. But if you’re properly prepared, you’ll likely reach an outcome that benefits both you and the other party without too much stress. If you’ve ever gone into a negotiation without preparing, it’s likely that you were reactive and unfocused, and you may have ended up with a less than desirable outcome. Proper planning would have given you the direction needed to do effective problem solving at the negotiation table. Thinking carefully about what you want to achieve, as well as what the other party wants, will pave the way for a smooth and successful negotiation. You will know which terms are acceptable to you and which are not, and you will be ready for objections from the other party. This course describes key considerations when preparing for a negotiation. It also covers how to prepare for likely compromises you’ll need to make, and how having alternatives to a negotiated agreement and knowing your ‘walk away’ point can make negotiations go smoother.


Planning Negotiations

  • recognize key considerations when preparing for a negotiation
  • recognize how to prepare for compromises in a negotiation
  • recognize the role of a BATNA in strengthening a negotiating position
  • identify the zone of possible agreement for a given negotiation




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