Negotiations Fundamentals – Principle Based Negotiations
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Increase Revenue – Principle Based Negotiations

Course Title: Principle Based Negotiations

Course Objective:  This course introduces the concept of principle based negotiations and differentiates it from the more common practice of positional bargaining based negotiations. It presents the essential aspects of principled negotiations: identifying each party’s underlying interests, how to separate the people from the problem, and the importance of using objective criteria to reach an agreement. The courses main objective is for the student to understand, and know how to conduct a principle based negotiation.

Intended Participants: Courses are intended for company representatives responsible for reaching economic agreements with foreign companies.

Minimum Requirements:  Fluency in written and spoken English, previous experience in business negotiations.

Course Duration: 4 hours

Cost:  950,00 Euros

Skills Acquired: In depth understanding of the negotiating process and negotiating goals, as well as understanding the external factors that influence the dynamics of the negotiation.

Course Content:

1.  Positional Bargaining
1.1.  Pitfalls
1.2.  Is there a place for it?
2.  Positions and Interests
3.  Fundamental Levels of a Negotiation
4.  Principle Based Negotiations
4.1.  People
4.2.  Interests
4.3.  Options
4.4.  Objective Criteria
4.5.  Procedures
5.  Identifying Interests
5.1.  Exploring Interests
5.2.  Basic Human Needs
6.  Hard on the problem, soft on the people
7.  Principled based negotiation strategies
7.1.  Analysis
7.2.  Planning
7.3.  Discussion
7.4.  Offering
7.5.  Accepting
7.6.  Closing the Deal
8.  Fairness
9.  Framework agreements
10.  Communication Methods
10.1.  Personal
10.2.  Phone
10.3.  Written (Email, text, etc…)
11.  Handling a Powerful Opponent
11.1.  Methodology
11.2.  Batna
11.2.1.  Best defense
11.2.2.  Know your Batna
11.2.3.  Estimate your opponent´s
11.2.4.  Influence their Batna
11.2.5.  Tripwires
11.2.6.  Disclosure
12.  Cognitive Biases
13.  Barriers to Effective Negotiations

Course Summary:  This course introduces the concept of principle based negotiations and differentiates it from the more common practice of positional bargaining based negotiations. It presents the essential aspects of principled negotiations: identifying each party’s underlying interests, how to separate the people from the problem, and the importance of using objective criteria to reach an agreement. The courses main objective is for the student to understand, and know how to conduct a principle based negotiation.  The methodology followed is based on the negotiations concepts originally presented by Roger Fisher and William Ury L. These concepts have been updated and revised in this course to include methodologies developed by leading educational institutions in the U.S. such as Harvard University and the University of Notre Dame. The basic principles covered in this course provide the basis for the development of company wide systematic negotiations procedures, and improving the value and durability of the agreements reached with business partners. The course includes the participation in a mock negotiation where the participant is able to put into practice the methodologies and concepts presented in the course, and to reinforce new negotiation habits such as planning, goal setting, establishing better personal ties with the opposing party, finding objective criteria, to identify the interests of each party, and to find creative solutions, among other skills.

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