Upon completion of this course, participants will be able to:

• Differentiate between distributive (win-lose) and integrative (win-win) negotiation.
• Systematically prepare for a negotiation using the BATNA framework.
• Identify and understand the core interests of all negotiating parties.
• Apply active listening and framing techniques to manage the conversation.
• Confidently negotiate salary, promotions, and project resources.
• Address and overcome common psychological biases in negotiation.
• Develop and propose creative, value-maximizing solutions.
• Manage emotional responses and maintain professional composure under pressure.

• Professionals preparing for performance reviews or salary negotiations.
• Project managers needing to secure budget and resources.
• Sales, procurement, and business development staff.
• Individuals seeking to improve conflict resolution skills.
• Anyone looking to increase their professional influence and compensation.

• Extensive role-playing of various negotiation scenarios (e.g., salary, project resources).
• Group exercise on mapping interests and BATNA for a complex deal.
• Video analysis of professional negotiators and their techniques.
• Practice developing and delivering an opening offer.
• Individual reflection on a past negotiation and lessons learned.
• Feedback sessions on communication style and composure under pressure.

Unit 1: Foundations of Strategic Negotiation

• The Mindset of a Master Negotiator
  • Defining negotiation as a daily communication skill.
  • Introduction to the key concepts: BATNA (Best Alternative To a Negotiated Agreement), Reservation Point.
  • Distinguishing between Positions (what they say they want) and Interests (why they want it).
  • The power of preparation: information gathering and objective setting.
  • Understanding the dual concerns model: relationship vs. substance.

Unit 2: Preparation and Structuring the Negotiation

• Mapping the Negotiation Landscape
  • Step-by-step preparation for a high-stakes salary or promotion negotiation.
  • Techniques for accurately assessing the counterparty's BATNA and interests.
  • Identifying tradable variables and maximizing the Zone of Possible Agreement (ZOPA).
  • Developing an **opening offer** strategy and the principle of anchoring.
  • Anticipating counter-offers and planning concession strategies.

Unit 3: The Negotiation Process and Tactics

• Communication and Influence During the Dialogue
  • Mastering active listening to uncover hidden interests.
  • Using framing and reframing techniques to shift perspectives.
  • Techniques for handling emotional outbursts and aggressive tactics.
  • Knowing when to hold firm and when to make a calculated concession.
  • The importance of walking away and maintaining leverage.

Unit 4: Applying Negotiation to Career Advancement

• Specific Professional Scenarios
  • Negotiating a higher salary and comprehensive benefits package.
  • Techniques for securing a promotion or a change in job title.
  • Negotiating flexible work arrangements or increased resources for a project.
  • The ethics of negotiation and maintaining a long-term professional relationship.
  • Negotiating for professional development opportunities and training.

Unit 5: Conclusion and Continuous Improvement

• Closing the Deal and Learning from Experience
  • Strategies for successfully documenting and confirming the agreement.
  • Techniques for post-negotiation debrief and self-critique.
  • Sustaining negotiating skills through practice and reflection.
  • Overcoming gender and cultural biases in negotiation.
  • Developing a personal negotiation style and confidence.