“In a successful negotiation, everybody wins”
GIRARD NIERENBURG
INTRODUCTION
- Negotiation is a means to arrive at a solution in a manner that ideally satisfies all parties’ different needs and objectives and calls for assertive behaviour.
- The course looks at the process and skills needed to plan and prepare successful outcomes whilst applying techniques to dissipate conflict and build rapport. It is specially designed to deliver vital negotiation skills, tips and techniques to delegates who need new and different methods to improve and enhance their overall results when negotiating with colleagues, staff members or clients.
PROGRAM OBJECTIVES
By developing negotiating skills, delegates will become more confident, assertive, motivated, achieve better working relationships and obtain more win-win deals.
This workshop is challenging, thought provoking, motivational and above all fun. It allows delegates to focus on the key aspects and rules of successful negotiation including arguments and counter arguments, fallback positions and creative solutions and alternatives to agreement. They shall learn:
- How to plan and prepare a strategy for successful negotiations
- Use effective negotiation skills and behaviours to gather information
- Managing conflict and deadlock
- How to influence and persuade both colleagues and clients
- The different styles of negotiation and how to adapt from one style to another
NEGOTIATION SKILLS COURSE CONTENTS
This 3-day program has been divided into 6 Modules:
MODULE 1
- Understand ‘Negotiation’ and its Core Objectives
- The Negotiation Cycle and the Importance of Understanding its Dynamics
- Understanding the Four Phases of Effective Negotiations
- Understanding Open and Hidden Agendas
GROUP ACTIVITY: Thinking Outside the Box
MODULE 2
- Identifying your Existing Style, Strengths and Development Areas as a Negotiator
- Understanding the ‘Other Side’: their Perceptions and Expectations
- Communication Styles, including Non-Verbal Communication Giveaways
- Listening, Questioning, Assertion and ‘Remaining Silent’ Skills
GROUP ACTIVITY: The Psychology of Successful Negotiation
MODULE 3
- Knowing and Maintaining your Negotiation Power
- Sharing Information, Diagnostic Questions and Unbundling Issues
- Bargaining Skills: Package deals, Multiple Offers and Post-settlement Settlements
- Dealing with Pressure, Underhand Tactics and Handling Conflict
GROUP ACTIVITY: Negotiation Style Assessment – Interests and Body Language
MODULE 4
- Approaches and Openings in Negotiation: Anchors, Offers and Counter-Offers
- Planning Workable Concessions and Alternatives
- Strategic Approach to Negotiation: BATNA, WATNA, and ZOPA
- Focusing on Outcomes not Positions – Creating a ‘Win-Win’ Situation
GROUP ACTIVITY: Handling Objections Intelligently
MODULE 5
- Wants and Needs – the Importance of Identifying Needs
- Emotional Intelligence and its Role in Negotiation
- Resolving Disputes – Learning to Mediate to Create Better Deals
- Techniques of the Mediator
GROUP ACTIVITY: Practical Mediation Skills to Help Resolve Disputes
MODULE 6
- Negotiating with Different Nationalities and Cultures
- Advice for Cross Cultural Negotiators
- BEST PRACTICES of the Top Negotiators and Negotiating Teams
CONDUCT OF PROGRAM
The mode and style of conduct will be:
Training
The participants will be imparted theoretical knowledge and skills in a highly interactive environment. Practical aspects of this training will involve hands-on exercises. Appropriate humor, small group discussions and open-dialogue would be the order of the day. All course and learning material would be provided.
Number of Participants
Client’s prerogative
Program Duration
This is a 2-day program.