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Negotiation Planning Tools

Core Contents

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• Table of Interests: How do you prioritize and categorize the interests of negotiating parties to find common ground?

•  BATNA (Best Alternative to a Negotiated Agreement): What's your backup plan if a negotiation doesn't go your way?

•  ZOPA (Zone of Possible Agreement): Where does the sweet spot lie in negotiations where both parties find value?

• Information Matrix: How can you systematically capture and organize crucial data for complex negotiations?

 

Learning objectives

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Upon course completion, you will:

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• Understand the significance and application of the Table of Interests in structuring negotiation interests.

• Master the concept of BATNA and its strategic importance in negotiation scenarios.

• Grasp the essence of ZOPA and identify areas of mutual benefit in negotiations.

• Efficiently use the Information Matrix for systematic data organization and analysis in negotiations.

 

Benefits for you

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• Strategic readiness: Equip yourself with pivotal tools that ensure you're negotiation-ready.

• Holistic understanding: Through the Table of Interests, achieve a full spectrum view of what parties want and why.

• Data mastery: The Information Matrix offers clarity, allowing you to focus on pivotal data and prepare your team.

• Adaptive techniques: Be ever-prepared with versatile tools applicable across a myriad of negotiation scenarios.