Negotiating for Results
Duration: 2 Days
Delivery methods:
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Self discovery and critique
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Group exploration and facilitator led discussion
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Games based learning
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Practical exercises
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Best practice theory exploration
Overview:
This two day workshop is focused on setting in place principles for the development of robust negotiation skills. it will provide you with tools to promote effective negotiation communications and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.
Course objectives
By the end of this training course participants will be able to:
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Define negotiation and Identify steps for proper negotiation preparation
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How to negotiate effectively with different personality styles
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Define principled negotiation and identify the four steps in the negotiation process.
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Learn bargaining techniques and strategies of inventing options for mutual gain and move negotiations from bargaining to closing.
Target audience
Business professionals and team members of all levels who are looking to enhance their negotiation and communication skill
Course Outline
Module 1 : Introduction to negotiation
Identify the qualities of successful and unsuccessful negotiators
Define negotiation and provide examples of when you have negotiated in and outside work
Identify a negotiation situation you will practice during class
Module 2: Personality types
Explain the benefits of knowing personality styles
Explain the behaviours as well as the strengths/weaknesses of each personality style
Identify your own personality style
Identify how to work more effectively with each personality style while negotiating
Module 3: Personality types
Explain how to choose a negotiation strategy based on relationship and results
Define positional bargaining.
Identify the differences between "Soft" and "Hard" negotiating
Define principled negotiation
Identify the four steps in the negotiation process
Module 4: Preparing for negotiation
Identify fears and " hot buttons " as well as strategies to overcome them
Identify areas to research on your side and on your opponent's side
Define your BATNA (best alternative to a negotiation agreement), WATNA (worst alternative to a negotiation agreement), WAP (walk away point) and ZOPA (zone of possible agreement)
Skill practice: Prepare for your personal negotiation situation.
Module 5: Opening the negotiation
Explain how to create a positive first impression
Explain the importance of "small talk" and finding common ground in negotiation
Explain how setting ground rules can influence a negotiation
Identify important negotiation ground rules.
Module 6: Exchange information and bargain
Explain how to initially exchange information
Identify contingency plans for unfavourable situations
Explain bargaining techniques
Explain strategies for inventing options for mutual gain
Module 7: Handle opposition
Explain strategies to bring your opponent from NO to YES
Identify strategies to deal with negative emotions
Module 8: Close the negotiation
Explain how to move from bargaining to closing
Explain the closing process
Practice your personal negotiation situation and get feedback from other participant
Accredited by pure potential and quantum possibilities
Contact us for a quote
All courses can be tailored to your company's needs
Contact Raymond Young PhD
tel: (+44) 7850 580842