Negotiating For Results

WHO SHOULD ATTEND?

This programme is intended for those who negotiate regularly without having had any formal training, new to, or moving into a role that will involve negotiating internally or externally.
 

LEARNING OUTCOMES

By the end of this programme, the participants will be able to:

  • Understand how often we all negotiate and the benefits of good negotiation skills
  • Recognize the importance of preparing for the negotiation process, regardless of the circumstances
  • Identify the various negotiation styles and their advantages and disadvantages
  • Develop strategies for dealing with tough or unfair tactics
  • Gain skill in developing alternatives and recognizing options
  • Understand basic negotiation principles, including BATNA, WATNA, WAP, and the ZOPA
     

COURSE OVERVIEW & CONTENT

Negotiating is about resolving differences. People who can master the process of negotiation find they can save time and money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in their communities when they understand how to negotiate well.

Negotiating is a fundamental fact of life. Whether you are working on a project or fulfilling support duties, this workshop will provide you with a basic comfort level to negotiate in any situation. This interactive workshop includes techniques to promote effective communication and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.
 

  • What Is Negotiation?
  • Defining Negotiation
  • Types Of Negotiation
  • Positional Bargaining
  • Principled Negotiating
  • Phases Of Negotiation
     
  • The Successful Negotiator
  • Key Attributes
     
  • Preparing For Negotiation
  • Elements Of Preparing For Negotiation
  • Getting Started
  • Managing Your Fear
    • Identifying Your Fears And Hot Buttons
  • Personal Preparation
  • Researching Your Side
    • Doing Research Into Your Issues
    • Case Study
  • Researching The Other Side
  • Preparing Your WAP, BATNA, WATNA, and ZOPA
     
  • The Nuts And Bolts
  • Preparing Documentation
  • Setting The Time And Place
    • Case Study
  • Choosing A Place For The Negotiation
     
  • Making The Right Impression
  • The Importance Of Self-Presentation During The Negotiation
  • First Impressions
  • The Handshake
  • Dress For Success
  • The Skill Of Making Small Talk
     
  • Getting Off To A Good Start
  • How To Establish Common Ground
  • How To Use Ground Rules
     
  • Exchanging Information
  • How To Exchange Information
  • What To Do If The Negotiation Gets Off To A Bad Start
     
  • The Bargaining Stage
  • Six Techniques For Success
    • Role Play
       
  • Reaching Mutual Gain
  • Four Obstacles To Mutual Gain
  • Getting Rid Of Obstacles
  • Overcoming The Obstacles
  • How To Turn Obstacles Into Negotiation Advantages
     
  • Moving Beyond No
  • Getting Past No
  • Breaking The Impasse
  • Getting To Yes
     
  • Dealing With Negative Emotions
  • Defusing The Bomb
    • Role Play
  • Ways To Deal With Negative Behaviors During A Negotiation
     
  • Moving From Bargaining To Closing
  • Knowing When To Close
  • Formal Vs. Informal Agreements
     
  • Solution Types
  • Possible Outcomes
  • Build Win-Win Solutions
  • Building A Sustainable Agreement
  • Getting Consensus
     

TRAINING METHODOLOGY

  • Group Discussions
  • Group & Individual Exercises
  • Presentations
  • Role Plays
  • Examples Followed By Exercises
  • Self-Assessments
  • Action Plan
     

COURSE DURATION: THREE DAY

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Testimonials

"The empathy and know your customer behind the design of the training is great!"

HR Manager, Strategic Thinking & Planning Course

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"I am amazed by the quality of course"

Mr Michael, Supervisory Essentials Course

amazed

"Thank you for arranging for me to have this one-on-one class.  I think it was really the best option.  I was very happy with the day."

Ms Helen Redekopp, King Faisal Specialist Hospital & Research Centre - Business Succession Planning Course

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Special Offers

SPECIAL OFFER: Book today for Customer Care for Customers With Special Needs Programme and save 30% for in-house programme.

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