Negotiating for Success: The Process and Tools for Win/Win

Negotiation is the means by which people deal with their differences. Whether those differences involve the sale and purchase of a home, an employment contract dispute, a dispute with a client, or making trade-offs on internal resources, resolutions are typically sought via the process of negotiation. To negotiate is to seek mutual agreement through an exchange of dialogue. Negotiation is an ever-present feature of both our personal and work lives, and in the business world effective negotiators are in high demand. Bringing a difficult negotiation to a successful conclusion can be one of the most individually exhilarating and organizationally valuable aspects of business today.

This Learning Short-take combines self-study with workplace activities to develop skills in successful negotiating. This Learning Short-take is particularly relevant to those who are new to negotiating, or who would benefit from a review of negotiation principles. Participants will learn how to effectively prepare for a negotiation using a real business opportunity, and will learn how to incorporate key steps and elements into the negotiation process. Participants will understand how to achieve a win/win outcome in a negotiation and will be able to differentiate positional bargaining from principled negotiation. This Learning Short-take is designed for completion in approximately 90 minutes.

Learning Objectives

• Define negotiation - what it is and what it isn’t.

• Explain the win/win model of negotiation.

• Differentiate between positional bargaining and principled negotiation.

• List the steps in preparing for a negotiation.

• Identify and explain the steps in the negotiation process.

• Define BATNA.

• Create a Skills Development Action Plan.

About the Author

Catherine Mattiske is a globally recognized training professional with over 25 years of corporate training and instructional design experience. Catherine develops both e-Learning and instructor led programs and has conducted more than 3,000 days of face-to-face training for Fortune 500 companies across USA, Australia, United Kingdom, Europe, Africa, New Zealand, and Asia.

Most notably, Catherine is the inventor of ID9 - the acclaimed instructional design process used globally by corporate trainers and facilitators.

Catherine is the CEO of TPC - The Performance Company which provides ground-breaking training, consulting services and learning products to clients globally. She is the author of 27 Learning Short-take® books and the best seller, 'Train for Results', now in its 3rd Edition.

In January 2014, Catherine launched her 29th book "Training Activities that Work" which she has co-authored with eight participants from her Certified ID9 Professional Platinum training program. The book launch was on January 29th, 2014, at the exposition of the Learning Technologies conference in London attended by over 12,000 people.