Ready for the table
Negotiation skills and preparation.
A focused three hours on preparing for negotiation: reading the room, principled negotiation, BATNA and ZOPA, and knowing your own style.
- Level
- Focus
- Learning time
- 3 hours
- Where
- Influence, Persuasion and Negotiation
- Price
- £69
When you step up to a higher level, what you paid in the last 12 months for lower-level courses inside the bigger course comes off its price, in proportion to how much of each is inside it, whichever topic it's from. Courses at the same or a lower level don't give credit against each other. A Focus course or above always costs at least £15. Read the full terms
Certificate of Completion, or Certificate of Completion and Assessment with a short assessment
Overview and Outcomes.
Who It's For
Leaders preparing for negotiations in public service
Overview
Good negotiators are distinguished more by preparation and attention than by charm. Ready for the table builds those foundations. It starts with reading the room: what Mehrabian actually found, Schulz von Thun's four sides of a message, active listening and Goleman's emotional intelligence, held with humility. It then sets out Fisher and Ury's principled negotiation, anchoring and framing, and the core concepts of BATNA, reservation price and ZOPA, with Camp David as illustration. Thomas-Kilmann styles help you know yourself and your counterpart, and Raiffa, Kennedy's red, blue and purple behaviour and a local government reorganisation case complete the toolkit.
Aims
This programme aims to develop leaders who come to the table well prepared, listening for interests behind positions, adapting their style without changing their substance and managing the process with discipline, so that agreements reached in public service are durable and fair to all parties.
In summary, you will be able to:
- Explain principled negotiation, BATNA, reservation price and ZOPA, and distinguish positions from the interests that lie behind them.
- Use active listening, baselines and the Thomas-Kilmann styles to read a counterpart and adapt your approach without weakening your position.
- Plan a negotiation through its five phases, using if and then trades, packaging and a pre-mortem to prepare for a live case.
What you'll develop
Through this Focus course, you will build the ability to:
- Explain what Mehrabian's research actually found, and identify the four sides of a message using Schulz von Thun's model.
- Use paraphrasing, reflecting feeling, clarifying and summarising to listen actively in a difficult conversation.
- Distinguish positions from interests and apply Fisher and Ury's four principles of principled negotiation.
- Determine your BATNA and reservation price, and assess whether a zone of possible agreement exists.
- Identify your own default negotiating style among the five styles and explain the cost of over-using it.
- Plan a negotiation through the five phases, including interests, BATNA, reservation price and the full list of tradeable issues.
Built from 2 parts.
3 hours of learning.
- 01Reading the roomNegotiation skills: the foundationsBitesize2 modules
- 02Before you sit downNegotiation preparation and tacticsBitesize2 modules
Keep going.
Part of the Influence, Persuasion and Negotiation topic, also sold whole as Getting to yes, well.
Go deeper, and pay only the difference
- You are hereFocus, 3 hours, £69
- The whole topicImmerse, Getting to yes, well, 9 hours 30 minutes, £249. Already own the Focus? You pay £180.
When you step up to a higher level, what you paid in the last 12 months for lower-level courses inside the bigger course comes off its price, in proportion to how much of each is inside it, whichever topic it's from. Courses at the same or a lower level don't give credit against each other. A Focus course or above always costs at least £15. Prices per person. Read the full terms