Outlines of Negotiation Skills
As we continue our journey into mastering Negotiation Skills, it’s important to have a clear roadmap of what we will cover today.
This chapter gives you a structured overview of the concepts and practical tools you will learn.
Today, we will focus on the following four key outlines:
🔹 1. Review: Foundation of Negotiations
Before we build advanced skills, we must revisit the basics.
In this section, we will:
- Refresh the core principles of negotiation
- Understand why negotiations fail or succeed
- Revisit the difference between competitive and collaborative approaches
- Reinforce the idea of shifting from “win-lose” to “win-win”
This foundation sets the tone for everything that follows.
🔹 2. Preparing for Win-Win Negotiations
Preparation is the secret weapon of every successful negotiator.
Here, we will explore:
- How to analyze interests—yours and theirs
- How to clarify objectives, limits, and concessions
- How to gather data and anticipate scenarios
- How to prepare mentally, strategically, and emotionally
A well-prepared negotiator enters the room with power.
🔹 3. The Four Phases of Win-Win Negotiations
Every negotiation, no matter how big or small, follows a predictable structure.
In this module, you will learn the four phases that guide a negotiation from beginning to successful closure:
- Exploration
- Bargaining
- Creating Mutual Value
- Reaching Agreement
Understanding these phases will help you approach negotiations with clarity and confidence.
🔹 4. Workshop: Technology Partner Case
To convert learning into real experience, we will end the session with a practical workshop.
In this exercise, you will:
- Work on a real technology partnership scenario
- Identify interests and sticking points
- Construct win-win strategies
- Practice collaborative negotiation techniques
This workshop will help you apply concepts immediately and effectively.
With these outlines as our guide, let’s step into the next chapter and deepen our mastery of win-win negotiations.