Negotiation Skills
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Workshop Objectives & Outcomes
By the end of the course the participants will:
- Know the principles and techniques of preparing and conducting negotiations that lead to success, both in the short and long term
- Understand the difference between the Content and Process of a negotiation
- Learn to control negotiations so that they create solutions that benefit all parties
- Know what to consider as they prepare their negotiation strategy
- Understand the difference between the "Push" and "Pull" approach
- Learn the key steps in the negotiation process
- Personal assessments of strengths and weaknesses
- Principles of Negotiation
- Objectives, Bargaining Area, Attitude and its Effect on Results
- Preparation for Negotiation:
- Objectives
- Information
- Strategy
- Tactics
- Objectives
- The Negotiation Steps
- Present, Discuss, Argue, Signal
- Propose, Map, Validate
- Package/Bargain
- Close/Agree
- Concession making and Benefit Fluency
- Negotiating Behaviour
- Managing the Opponent - How to handle different Personalities
- Assessing the Opponent's Strengths and Weaknesses
- Deadlock and how to break it
- Active Listening
- Power, Authority and danger of Quick deals
- Telephone Negotiations
Roles, when negotiating as a Team
- Greater confidence in handling difficult situations
- Faster decisions through quicker thinking
- Improved judgement
- Better morale and understanding
- Knowing that you are doing the best in the circumstances
The training program is structured to include:
The training program will help attendees determine their own strengths and weaknesses at the outset of the course. Concepts will be developed with maximum trainee participation. Case studies will be specifically developed prior to the course in consultation with you, and recorded on video during the workshop. This will then be constructively assessed by the course leader and by group discussion. Care is taken not to embarrass any member, but to develop confidence by sensitively building on each person's strengths.