Fundamental Negotiation Skills

Section One: The Stages Of A Negotiation

•  Understanding The Phases Of Negotiation
• Developing A Strategy – The Crucial Role Of Research And Preparation
• Some Predictable Phases You Will Encounter
• The Key Characteristics And Qualities Needed At Each Stage
• Some Problems To Avoid, Some Tips Which May Help

Section Two: Practising The Phases In A Negotiation

• Trying Out The Skills
• Getting Feedback And Coaching About Natural Strengths And Things To Work On
• Applying The Learning To Participants’ Real-life Examples
• 3 Different Types Of Negotiator And How To Negotiate With Each Type

Section Three: My Style And Skills

• The Interpersonal Skills And Behaviors Of An Effective Negotiator
• How Personality Traits Can Help And Hinder The Process Of Negotiation
• Understanding My Own Style And Skills As A Negotiator
• Recognizing The Potential For Conflict
• In Different Cultures, Do We Need Different Approaches?

Section Four: Recognising Why Negotiations Fail

• The 5 Top Reasons Why Negotiations Fail
• The Games Some People Play
• 10 Tactics Which Will Always Help
• The Roles, Knowledge, And Skills Our Team Will Need
• Clarifying My Own Role, Responsibilities And Authority Levels
• The Invisible, Virtual Team

Section Five: Working As Part Of A Negotiating Team

• Managing Disagreements And Conflict Within Our Own Team
• Participants Will Work On Their Real-life Examples
• Understanding Their Behaviors, Exploring Their Issues
• 5 Tactics Which Will Help
• Are You In The Zone For Agreement?
• Which Of These 9 Persuasion Strategies May Help?
• What Is Your Batna Option? What Is Theirs?
• How To Plan Ahead For The Conflict
• Managing The Emotions
• Achieving The Deal
• Improving The Working Relationship
• Recognizing The Tipping Point