FastEDUCATION™ Seminar
Seminar: Negotiating Effectively
Duration: 3 hour
Expected
Audience: Targeted for project
leaders and sponsors, this session covers the basics of negotiating. It will also address how to handle difficult people
and hardball tactics.
Objectives:
- Understand the negotiating spectrum
- Know how to handle cooperative negotiations
- Know how to handle competitive negotiations
- Practice some of the principles
Format: Presentation / discussion / interaction in groups of
10-20.
Outline:
- Introduction
- Outline review
- Materials Tour
- Participant's experiences with negotiations
- Basics of Negotiation
- Exercise
- Negotiation Spectrum
- Different approaches to negotiation
- Principled Negotiation
- Separate the people from the problem
- Focus on interests, not positions
- Invent options for mutual gain
- Insist on using objective criterion
- Competitive Negotiation
- Go to the Balcony
- Step to Their Side
- Reframe the Problem
- Build them a
- Don’t Escalate - Educate
- Application Exercise
- Ugli Oranges or similar case
- Summary & Wrap-up
Seminar Materials:
- Presentation matter
- Seminar notebook
- 101 Negotiating Tips
- Links to detail forms and help sites
