Getting to Yes™: Principled Negotiation for Win-Win Agreements
Course
Allan Papares
Unlock practical negotiation strategies with 'Getting to Yes™: Principled Negotiation for Win-Win Agreements.' Learn to achieve fair, sustainable outcomes through mutual respect and collaboration, tailored for Wilcon retail professionals.
Here is the course outline:
1. Course Orientation: Why Principled Negotiation Matters in RetailIntroduces the core philosophy of principled negotiation and explains its relevance to Wilcon’s customer-centric retail environment. 8 sections
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2. From Positional Bargaining to Interest-Based DialogueExplores the limitations of positional bargaining and shows how shifting to interests unlocks collaborative solutions for both customers and colleagues. 8 sections
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3. Separating People from the Problem: Building TrustDelves into techniques for addressing issues without damaging relationships, emphasizing perception management, respect, and empathy. 8 sections
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4. Communication Skills: Perception, Emotion, and Active ListeningBuilds practical skills for managing emotions, listening actively, and reframing language to keep negotiations constructive. 8 sections
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5. Uncovering and Prioritizing InterestsGuides learners in questioning, mapping, and prioritizing underlying interests to reveal mutually beneficial possibilities. 8 sections
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6. Generating Options for Mutual Gain: Brainstorming TechniquesPresents structured creativity methods—such as broadening the pie and multi-option proposals—to craft win-win solutions. 8 sections
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7. Using Objective Criteria: Fair Standards and BenchmarksShows how to apply independent standards and data to build legitimacy, reduce bias, and close equitable deals. 8 sections
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8. Crafting Agreements: BATNA, Commitments, and Decision PathsIntegrates BATNA analysis with objective criteria to decide when to agree, escalate, or walk away while protecting relationships and value. 8 sections
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9. Integrated Case Simulation: Applying the Four Principles in Wilcon ScenariosLearners practice the full principled negotiation process in realistic Wilcon customer and workplace cases, receiving feedback on choices. 8 sections
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10. Key Takeaways and Next StepsSummarizes major insights, reinforces best practices, and guides learners in creating personal action plans for ongoing use of principled negotiation. 9 sections
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