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
 

Number of participants


Starts

Ends


Dates are subject to availability and take place between 09:30 and 16:30.
Open Training Courses require 5+ participants.

Testimonials (5)

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