* All fees are exclusive of vat
** PREMIUM - Customize your learning experience
Leaders lead by what they say. Yet, at the same time, they are measured by what they achieve. This is often the result of negotiations or is based on communication. Therefore, communication and negotiation count as key skills for managers, and they should be constantly working to improve them.
Negotiation and communication are often conducted by “gut feeling” without proper planning and without any strategy. Even after the discussion, hardly any thought is given as to how one achieved one’s goals – or possibly didn’t achieve them. Therefore, being unprepared means throwing money out of the window. Effective communication is crucial to negotiation, persuasion and relating to different human behaviors. The ability to listen, ask the right questions at the right time and come across with confidence and credibility is an important part of the subtle mix of skills needed to succeed in our complex world.
Similarly, Powerful negotiation is a fine art and compelling to watch, as is the delicate ability to persuade and influence others. However, the goal of this course is to focus on and refine your skills and techniques so that your negotiations and persuasions have even more successful outcomes, significantly improving your performance.
What Do Participants Learn?
This course is comprehensive covers general principles of negotiation, persuasion, and communication and can act as a useful refresher in an interactive environment.
Who Should Attend?
This course is relevant for all those looking to improve their skills in communicating, negotiation and persuading in the workplace, at any level
Managers who want to review and improve their repertoire of communication and negotiation skills
Leaders who want to hone their communicative impact in important situations, such as staff meetings, conflicts, sales and negotiations
(Top-) managers whose measure of success depends on negotiations
What Will the Learning Experience Include?
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.
Explore & Practice
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.
Section 1: The importance of Communication in Daily Leadership
The psychology of effective human communication
Understanding and softening different perceptions and communication barriers
How to apply reasoning techniques
and how to overcome objections
The importance of body language
How to win others over through communication
Exploring styles of communication and experimenting with different styles
Special areas of communication in everyday management For Example employee interviews, salary negotiations and mediation
Section 2: Leading conflict negotiations productively
Negotiation theory and practice – negotiation defined
Power and society – the rise of negotiation and conflict management
The sources of conflict in the organization
Conflict escalation and steps to prevent it
Conflict management strategies
The two distinct approaches to negotiation
Understanding your own negotiation style
Negotiation as a mixed motive process
Perception and interpretation in difficult situations
The importance of precedents
Strategies for conflict resolution
Conflicts in groups
Section 3: Negotiation, Communication and Right Strategy
use of effective the communication and negotiation strategies in any situation
i.e. conflict, agreement, opening and closing deals, interviews etc.
Picking the right strategy
Little is achieved without preparation
Dealing skillfully with objections
Applying closing techniques convincingly
Negotiation mistakes and how to overcome them
Section 4: Mediation skills – a powerful negotiation tool
Communication and questioning
Active listening to negotiation
ADR processes – putting negotiation in the context
Negotiation, Mediation, Arbitration, and Litigation
Mediation as a facilitated negotiation
Techniques of the mediator – practical mediation skills to help resolve disputes
Working in negotiation teams
Mediation in practice – meditation exercise
Section 5: International and Cross-Cultural Negotiations
International and cross-cultural negotiations
Cultural Values and Negotiation Norms
Advice for cross-cultural negotiators
Putting together a deal
Projecting a more confident image through improved communication skills