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Negotiating Skills Program
 About the Course:
Many interactions in a professional environment involve a series of negotiations whose outcome could be the difference between success and failure. In this course, you acquire the knowledge to develop sophisticated negotiating skills crucial to achieving desired results and building strong relationships. You gain experience through a dynamic learning environment of media-rich activities, practice sessions and in-depth, real-world simulations.
You will learn how to:
- Recognize the different types of negotiations
- Recognize your personal negotiating style and preferences
- Prepare appropriate negotiation strategies, implementing and adapting them
- Use a structured approach to the negotiation process
- Deal with relationship issues, including considering each party's perception; seeking to make negotiation proposals consistent with the other party's interests; making emotions explicit and legitimate
- Manage and resolve conflict
- Recognize power - its effect and importance
- Achieve best results from challenging and complex negotiation situations
Target Audience:
Anyone who is responsible for negotiating the best possible terms of an agreement for their organisation or those who desire to sharpen their negotiating skills.
Course Duration:
24 -30 hours
Course Content:
- Defining the Negotiation Environment
- The impact of organizational culture
- The range of negotiation styles and practices
- Assessing negotiation feelings and attitudes
- Differentiating win/win from win/lose
- Defining the wise agreement
- Powering Up Principled Negotiation
- What is principled negotiation?
- Elements of principled negotiation
- The 5-step negotiation process model
- Payoffs of principled negotiation
- Standards for principled negotiation
- Base-lining negotiation standards
- Building a wise agreement
- Efficient and ethical negotiation approaches
- Planning Wise Negotiation Outcomes
- The components of a negotiation plan
- Structuring positional analysis with the Johari Window
- Clarifying potential outcomes
- Tailoring your situational approach
- Forming a negotiation preparation plan
- Successful negotiation planning
- Balancing plan components
- Crafting a negotiation plan
- Testing plan feasibility
- Future proofing your plan
- Setting the stage for successful negotiation
- Logistics for successful outcomes
- Anticipating logistical power plays
- Building psychological readiness
- Physical fitness for negotiation success
- Timely Starting and Closing Actions
- Conducting a principled negotiation
- Recognizing hidden agendas
- Making the most of start and stop signals
- Knowing when to Agree, Bargain, Control or Delay (ABCD)
- Gaining collaboration and support
- Sustaining positive momentum
- Informal and formal negotiations
- Distinguishing water-cooler vs. boardroom strategies
- Choosing when and when not to formalize
- Gauging the best way to close the deal
- Going Head-to-Head with "Hardball" Negotiators
- Common "hardball" styles
- Intimidation, games and tactics
- Moves of classic manipulators
- Challenging conventional wisdom on "hardball" effectiveness
Courseware Price:
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