Course Outline

Day One

Effective Negotiation and Negotiators:

- Define negotiation and determine when to negotiate

- What makes an excellent negotiator?

- Video case study

- Steps to preparation

Personality Types:

- Benefits of understanding personality styles

- Understanding each personality style

- Identifying your own personality style

- Knowing how to negotiate more effectively with each personality style

- Choosing the right negotiation strategy based on relationships and outcomes

- Defining positional negotiation

- Understanding the difference between “soft” and “hard” negotiation

- Understanding principled negotiation

- Understanding the four steps of the negotiation process

Types of Negotiation:

- Buyer and seller

- Distribution negotiations

Negotiation Preparation:

- Hot buttons

- Managing emotions

- Identifying fears and learning how to overcome them

- Understanding what drives your negotiation opponent

- Defining your BATNA (Best Alternative to a Negotiated Agreement), WAP (Worst Acceptable Price), and ZOPA (Zone of Possible Agreement)

- Preparing for your personal negotiation scenario

Initiating Negotiation:

- Creating a positive first impression

- The importance of common ground

- Rapport building

- Influence techniques

- Basic rules of negotiation

Day Two

Information Exchange and Bargaining:

- How to exchange information

- What is your Plan B?

- Bargaining techniques

Discussing Conditions and Compromise:

- Agreeing and disagreeing

- Identifying needs

- Accepting, proposing, and rejecting offers

- Discussing and breaking deadlocks

- Types of conflict

- Managing conflict

Negotiation Strategies:

- Position introduction

- Managing emotions

- Bargaining and concessions

- Coping with pressure

- Techniques and traps

Addressing Objections:

- Achieving consensus

Closing the Negotiation:

- Transitioning from bargaining to closing

Participating in Simulated Negotiations:

- Preparing yourself, your team, and your position

- Backup plans

- Strategy

- Reflection, feedback, and action plan

Conflict Resolution:

- Sometimes overly aggressive negotiation can cause friction within the workplace

- PUGSS conflict resolution techniques

Requirements

Target Audience

Mid-level and senior managers

No prior knowledge required — we assume participants have some practical experience. However, complete beginners can also benefit greatly from this course.

 14 Hours

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