Introduction to Professional Negotiation

• What is negotiation, and why do many people fail at it?

• The difference between:

  • Distributive negotiation (splitting the pie)

  • Integrative negotiation (expanding the pie)

• Positions vs. interests

• When should you not negotiate?

• Case Study: Participant analysis of a real negotiation scenario

  Smart Preparation for Negotiation

• The importance of preparation in negotiation success

• Defining:

  • Best Alternative to a Negotiated Agreement (BATNA)

  • Zone of Possible Agreement (ZOPA)

  • Minimum acceptable outcome

• Setting priorities: Must-haves – Nice-to-haves – Trade-offs

• Information gathering and analysis of the other party

• Exercise: Individual negotiation preparation template

  Managing the Negotiation Session

• Opening the negotiation without revealing your cards

• The impact of the first offer (anchoring effect)

• Asking questions and managing dialogue

• Managing time and silence during negotiation

• Recording concessions strategically

• Workshop: Short negotiation simulation (single-issue case)

  Power, Pressure, and Emotions

• Sources of negotiation power

• Balancing assertiveness and flexibility

• Handling pressure, threats, and delay tactics

• Controlling emotions during negotiation

• Reading body language and non-verbal signals

• Case Study: Analysis of common pressure tactics

  Negotiation Tactics and How to Counter Them

• Common tactics:

  • Good cop / bad cop

  • Nibbling

  • Final offer

  • Time pressure

• How to respond without escalation or damaging the relationship

• Ethics in negotiation

• Workshop: Confronting negotiation tactics

  Creating Win–Win Agreements

• Expanding the scope of negotiation

• Exchanging smart concessions

• Multi-issue negotiation

• Managing multiple stakeholders

• Internal negotiation before external negotiation

• Workshop: Multi-issue negotiation simulation (team-based)

  Closing the Negotiation and Ensuring Execution

• When to close the negotiation

• Effective closing techniques

• Ensuring clarity of terms and commitments

• Avoiding misunderstandings after agreement

• Post-agreement follow-up

• Workshop: Drafting a concise, practical agreement

  Personal Negotiation Plan

• Analyzing strengths and areas for improvement

• Developing a practical personal negotiation plan

• Direct application to a real negotiation faced by the participant