What you will learnBy the end of this course the participants will be able to:
- Improve their effectiveness in negotiations by understanding key negotiation strategies and how to apply them in practice
- Develop the skills to influence people more effectively and to control the negotiation table
- Plan and structure a win-win negotiation event
- Close negotiations more professionally
- Enable better strategic planning and management of the negotiation process leading to the implementation of more stable and workable agreements that protect key relationships
Course OutlineConcept and Principles of Negotiating
- Definition of negotiating
- Essential elements of negotiating
- Principled positional negotiation
Communication and Active Listening
- Questioning
- Active listening
- Perception checks
- Assertive communication
- Initiating proposals
- Interrupting and differing
The Basics of Negotiation
- Winning and losing situations
- Negotiation techniques
- Approach to negotiation
- Force field analysis
- Team negotiation – do’s and don’ts in teams
Negotiation Process
- Preparation and planning the negotiation
- Discussing the problem
- Proposing solutions
- Negotiating a compromise
- Finalizing an agreement
Desirable Characteristics in Skilled Negotiators
- Traits needed for success in your area
- Negotiating motivation
Strategy and Tactics
- Hard and soft strategies and tactics
- Counter strategies and tactics
- Practice cases
Bargaining and Concession Making
- Assessing value and creating value in negotiations
- Determining appropriate concessions and trade-offs
- Developing effective counteroffers and proposals
- Managing power dynamics and leverage in negotiations
Negotiating in Different Contexts
- Negotiating in a team or group setting
- Cross-cultural negotiations and considerations
- Multi-party negotiations and consensus-building
- Virtual or online negotiations and their unique challenges
Conflict Management
- What constitutes conflict and being comfortable with it
- Identifying your personal conflict management style
- 5 methods of managing conflict
- 5 key action steps in conflict resolution
Post-Negotiation Analysis and Follow-up
- Evaluating negotiation outcomes and performance
- Learning from negotiation experiences and applying lessons learned
- Establishing agreements and documenting terms
- Managing ongoing relationships after negotiations
Training Approach
Our training on negotiation skills course is delivered by our seasoned trainers with vast experience as expert professionals in their respective practice fields. The course is taught through a mix of practical activities, theory, group works and case studies.
Training manuals and additional reference materials are provided to the participants.
Certification
Upon successful completion of this training on negotiation skills course, participants will be issued a certificate.
Tailor-Made Course
We can also do this as a tailor-made course to meet organization-wide training needs. A training needs assessment will be done on the training participants to collect data on the existing skills, knowledge gaps, training expectations and tailor-made needs.
