Negotiation 101

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Module 1: Introduction to Negotiation

Lesson Learning Objectives Real World Examples Activities Video Script
1.1: The Importance of Negotiation Understand the role and significance of negotiation in personal and professional life. Job offers, buying a car, conflict resolution. Activity: Reflect on a personal negotiation experience, identifying the key elements and its outcome. Welcome to Negotiation 101! In this lesson, we'll discuss the importance of negotiation and how it impacts our daily lives. We'll explore how honing your negotiation skills can lead to better outcomes in both personal and professional settings.

Discussion Questions:

  1. How do you define negotiation?
  2. Can you think of a time when you had to negotiate something? What was the result?

Ways to Expand Learning:

  1. Read articles on recent negotiation successes or failures in business or politics.
  2. Watch a TED talk on the art of negotiation.

Module 2: Preparing for Negotiation

Lesson Learning Objectives Real World Examples Activities Video Script
2.1: Identifying Interests and Positions Distinguish between interests and positions in a negotiation context. Customer and supplier negotiating a contract. Activity: Analyze a negotiation scenario, identify the interests and positions of both parties. In this lesson, we'll explore the difference between interests and positions in negotiation. Understanding these concepts will help you better prepare for and navigate the negotiation process.

Discussion Questions:

  1. What are the differences between interests and positions?
  2. Can you provide an example of interests and positions from a past negotiation experience?

Ways to Expand Learning:

  1. Read "Getting to Yes" by Roger Fisher and William Ury.
  2. Participate in a negotiation role-play with a partner.

Module 3: Communication Skills for Negotiation

Lesson Learning Objectives Real World Examples Activities Video Script
3.1: Active Listening and Asking Questions Develop active listening skills and learn to ask effective questions. A manager and employee discussing a performance review. Activity: Practice active listening and questioning skills in a negotiation role-play. In this lesson, we'll discuss the importance of active listening and asking questions in the negotiation process. These skills will help you gather valuable information and build rapport with the other party.

Discussion Questions:

  1. Why is active listening important in negotiation?
  2. What types of questions are most effective in gathering information during a negotiation?

Ways to Expand Learning:

  1. Attend a communication skills workshop.
  2. Watch videos on effective questioning techniques.

Module 4: Negotiation Strategies and Tactics

Lesson Learning Objectives Real World Examples Activities Video Script
4.1: Integrative and Distributive Negotiation Understand the differences between integrative and distributive negotiation strategies. Business partnership negotiations, labor contract negotiations. Activity: Analyze a negotiation scenario, identify whether an integrative or distributive approach is appropriate. In this lesson, we'll explore integrative and distributive negotiation strategies. Knowing when to use each strategy will help you achieve the best possible outcome.

Discussion Questions:

  1. What are the key differences between integrative and distributive negotiation strategies?
  2. Can you think of a situation where each strategy would be most effective?

Ways to Expand Learning:

  1. Read "Bargaining for Advantage" by G. Richard Shell.

  2. Discuss the pros and cons of each strategy with a partner or group.

Module 5: Dealing with Difficult Negotiations

Lesson Learning Objectives Real World Examples Activities Video Script
5.1: Managing Emotions and Conflict Learn techniques for managing emotions and resolving conflicts during negotiation. Family dispute, workplace conflict. Activity: Participate in a role-play scenario involving a high-emotion negotiation, applying techniques to manage emotions and resolve conflicts. In this lesson, we'll discuss managing emotions and conflict during difficult negotiations. You'll learn techniques to keep your cool and work towards a resolution, even in tense situations.

Discussion Questions:

  1. How can emotions impact the outcome of a negotiation?
  2. What are some strategies for managing emotions and resolving conflicts in a negotiation?

Ways to Expand Learning:

  1. Read "Difficult Conversations" by Douglas Stone, Bruce Patton, and Sheila Heen.
  2. Attend a workshop on conflict resolution.

Module 6: Final Project - Real World Negotiation

Lesson Learning Objectives Real World Examples Activities Video Script
6.1: Applying Negotiation Skills Apply the negotiation skills and strategies learned throughout the course to a real-world negotiation. Job offer negotiation, business contract negotiation, personal conflict resolution. Activity: Conduct a real-world negotiation, applying the skills and strategies learned in the course. Document the process and outcome. In this final lesson, we'll bring together everything you've learned in Negotiation 101. You'll apply your skills and strategies to a real-world negotiation, demonstrating your ability to navigate complex situations and achieve optimal outcomes.

Final Project Plan:

  1. Identify a real-world negotiation scenario relevant to your personal or professional life.
  2. Research and prepare for the negotiation, identifying the interests, positions, and potential strategies.
  3. Apply communication skills, negotiation strategies, and conflict resolution techniques throughout the negotiation process.
  4. Document the negotiation process, including preparation, communication, strategies used, and the final outcome.
  5. Reflect on the experience, identifying successes, challenges, and areas for improvement.
  6. Present your final project, sharing your insights and learning from the negotiation experience.

Discussion Questions:

  1. What were the key factors that contributed to the outcome of your negotiation?
  2. What would you do differently in future negotiations based on your experience?

Ways to Expand Learning:

  1. Continue practicing negotiation skills in real-world scenarios.
  2. Join a negotiation or conflict resolution group to further develop your skills and share experiences.

Made with 🖤 from Peru by Ignacio Velasquez

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