Although individual experiences during a negotiation may vary widely, there are common patterns that emerge. Students progress through the simulation in distinct stages, which require differentiated skills and techniques to proceed to the next stage.
What participants learn: 1) The purpose and function of the four stages of negotiations and how to progress successively 2) The basic concepts of BATNA (Best Alternative To a Negotiated Agreement) and ZOPA (Zone of Possible Agreement) and how to apply them within a negotiation process 3) The importance of active listening and clarification questions during the discussion stage 4) The strategic principle of creating more value in order to claim more value 5) Identifying pressure tactics and psychological tricks used in the final stages
