This module presents the highlights of the ISCA Web-Bitez Learning Series on "Negotiating to Create Value: The Win-Win Template". 

We all negotiate every day, whether we realize it or not. Yet few people are ever taught how to negotiate. And if we do learn how to negotiate on the job, we probably learn from someone who practices the traditional adversarial approach. This old-school, win-lose approach is only suitable for one-off negotiations. 

Most of us are expected to negotiate effectively with key accounts, strategic partners, customers, and vendors repeatedly over a long period of time. We also negotiate within our own organization, with bosses, colleagues, and subordinates. We need to achieve good results for ourselves while maintaining healthy, long-term relationships with our negotiating partners. In today’s world, a win-win approach is the only acceptable approach to negotiation. 

After this module, you will understand the win-win approach to negotiating, and appreciate the power of anchor points when making offers and counteroffers. The course will run through the eight-step template to prepare for your negotiations from: interests vs. positions, currencies, options, Plan B, rationale, communication, relationship to implementation.