Successful Negotiation: Planning Preparation and Information Exchange


This short course is designed to develop your negotiation skills during the first two stages of the negotiation process: planning, preparation and information exchange.



  • Explore the first stage phase of negotiation: planning and preparation.
  • Identify your WATNA, BATNA, WAP and ZOPA.
  • Explore the concept of personal preparation.
  • Explore the second phase of negotiation: exchanging information.
  • Learn how to set ground rules.
  • Understand the importance of small talk.
  • Learn how to open negotiation.

What you will learn:

  • Intelligence Gathering
  • Formulation and Strategy Development
  • Identifying Your WATNA and BATNA
  • Identifying Your WAP
  • Identifying Your ZOPA
  • Personal Preparation
  • Exchanging Information
  • Setting Ground Rules
  • The Importance of Small Talk
  • Opening the Negotiation

Target Audience

This is for individuals, managers and strategic leaders who want to upskill or reskill for the new world of work.