Negotiating Techniques

Learn to create win-win situations and improve work relationships with colleagues, employees, customers, and others. Focus on issues of negotiation, including using multiple strategies, applying the no-fault formula, interest-based methods, and empathy in the negotiation process. 

Target Audience

This course is tailored for federal employees who seek to enhance their negotiation skills and foster positive work relationships. It is ideal for those who regularly engage with colleagues, employees, customers, and other stakeholders.

What You'll Learn at a Glance

• Identify what you MUST do. 
• Identify other perspectives. Build relationships. 
• Recognize and eliminate relationship killing behaviors. 
• Identify and use many tools to achieve results. 
• Use interest-based techniques.

Course Syllabus

Module 1: Principles to Follow, Mistakes to Avoid, Must Do and Never Do, Plan

• Distinguish between conversations and negotiations to clarify intent.
• Establish guiding principles and non-negotiables before entering discussions.
• Plan and self-coach to stay focused, manage emotions, and promote agreement.
• Identify behaviors that support or hinder the negotiation process.

Module 2: Self Audit, Best Negotiator, Coaching, and Questions to Ask Self

• Recognize personal blind spots and triggers that impact negotiation effectiveness.
• Assess personal strengths and weaknesses compared to top negotiators.
• Develop coaching questions to stay prepared and adaptable.
• Use self-awareness tools like EQ and likeability assessments to improve performance.

Module 3: Discern Positions that Others Have, Discern What Others Want, and Apply Discernment to Negotiating Tactics

• Use open-ended questions to uncover stated and unstated positions.
• Identify discrepancies between language and behavior in others’ responses.
• Refuse to make assumptions and search for hidden agendas.
• Balance roles of detective, mediator, and strategist in resolving interests.

Module 4: Communication Behaviors that Help, Relationship Disruptors, and Relationship Builders

• Enhance listening skills and use precise, respectful language.
• Identify and avoid behaviors that disrupt trust and rapport.
• Adopt strategies that foster collaboration, fairness, and constructive dialogue.
• Differentiate between needs and fairness in negotiation requests.

Module 5: Let’s Work it Out – Case Studies 1, 2, 3

• Apply negotiation techniques in realistic role-play scenarios.
• Self-assess performance and gather peer feedback for improvement.
• Develop actionable lessons learned for future negotiations.
• Recognize and manage triggers that could derail progress.