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.
Testimonials (4)
It was nice to know more about EQ
Itzel Hernandez Diaz
Course - Emotional Intelligence (EQ)
SMART Goal session was the most enjoyable part of the training that helped me manage my time properly. it helps me set my goal clearer and i could really see that setting SMART Goal can relate to almost everything such as Finance, Social Life, Career and Personal Growth.
Manot Sae - MVCI (Thailand) Limited
Course - Workshop: Boost your productivity with this new method!
I liked the involvement of the trainer and how her energy involved also the participants, the training was interesting, with many practical supporting facts and examples, practical exercises. It was great!
Jelizaveta (Liza) - ASSTRA Forwarding AG
Course - Stress Management and Prevention
I generally was benefit from the interaction and flexibility.