Course Outline

Day One

Effective negotiations and negotiators:

- Defining negotiation and determining when to negotiate

- What makes a great negotiator?

- Video case studies

- The steps of preparation

 

Personality types:

- The benefits of knowing personality styles

-Understand each personality style

-Identify your own personality style

-Know how to work more effectively with each personality style while  

 negotiating

-Know which negotiation strategy to choose based on relationship and results

-Define positional bargaining

 -Know the differences between " Soft" and " Hard" negotiating

 -Understand principled negotiation

 -Know the four steps in the negotiation process

 

Types of negotiation:

- Buyer-seller

- Distribution

 

Preparing for negotiation:

- Hot buttons

- Dealing with emotion

- Identify fears and learn how to overcome them

- Understand what drives your negotiation partner

-Define your BATNA (best alternative to a negotiation agreement), WAP (walk away point) and ZOPA (zone of possible agreement)

-Prepare for your personal negotiation situation

 

Opening the negotiation:

- Creating a positive first impression

-The importance of common ground

- Likeability

- Influencing skills

- Negotiation ground rules

 

Day Two

Exchanging information and bargaining:

- How to exchange information

- What is your contingency plan?

- Bargaining techniques

 

Talking about conditions and compromising:

- Agreeing and disagreeing

- Identifying needs

- Accepting, giving and rejecting proposals

- Discussing and breaking deadlocks

- Types of conflict

- Managing the conflict

 

Negotiation strategies

- An introduction to positions

- How to manage emotions

- Bargaining and concessions

- Dealing with pressure

- Tricks and traps

 

Handling opposition

- Getting to yes

 

Closing the negotiation

- Move from bargaining to closing

 

Taking part in a practice negotiation:

- Preparing yourself, your team and your position

- Backup plans

- Strategies

- Reflections, feedback and action planning

 

Conflict resolution

- Sometimes overzealous negotiations can create internal friction in the workplace

- PUGSS conflict resolution techniques

Requirements

Audience

Middle and Senior Management

No prior knowledge is required – We presume that participants will have prior experience. However absolute beginners can greatly benefit from taking part in this course as well

  14 Hours
 

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