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Course Description
Whether negotiating with suppliers or clients, trade unions, or colleagues in other departments, negotiation skills are important in today’s complex and difficult environment.
This Five-days course will help participants to refine their personal skills and behaviors as negotiators. We will also help participants to develop their negotiating strategies and approaches to complex negotiations. Dealing with difficult situations and interpersonal conflict will be a major part of this practical and participative course.
What Do Participants Learn?
- Recognize The Phases Involved In All Negotiations
- Recognize The Key Interpersonal Skills You Will Need At Each Phase
- Know-How To Prepare And Plan For Each Phase
- Know Your Preferred Negotiation Style, And Its Strengths And Weaknesses
- Understand How Blockages And Deadlocks Happen, And What To Do
- Know-How Influencing And Persuasion Skills Contribute To A Productive Negotiation
- Better Handle Difficult People And Conflict Situations
- Work More Effectively As Part Of A Negotiating Team
Who Should Attend?
- Managers
- Who Is Dealing With Difficult Negotiators
- Who Is Involved In Challenging Or Complex Negotiations
- Anyone Who Is Interested
What Will the Learning Experience Include?
Phase: 1
Introduce
- Comprehensive pre-program activities include:
- Web-based information forms & surveys completed by attendee.
- Direct consultation with the attendee about the expectations.
- During the training, participants engage in data, activities, and conversations that lead to insight and knowledge.
- Participants learn from expert trainers who have both academic and business experiences.
- Highly applicable training content & instructive activities for adding depth to training topics.
- **A half-day site visit for integrating the experience & plan next steps. Opportunities to provide connections, ideas & support.
Phase: 2
Explore & Practice
Phase: 3
Apply
- Apply & sustain the learning experience by using this ongoing support:
- To ensure participant has new skills or behavior progress.
- Optional, fee-based mentoring & coaching with the trainer.
- Training materials & additional documents (e-books, pdf files, presentations and articles)
- Evaluate your training experience by giving us feedbacks and help us to reach our organizational goals.
- Participant's Evaluation
- Trainer's Evaluation
Phase: 4
EVALUATE
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
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