In this Win-Win Negotiation Skills training course, you will gain insight into the habits of good negotiators as you build your skills.
Negotiation is part of our daily lives. Every day we negotiate with customers, suppliers, co-workers, business associates, and family members.
Negotiation is key to everyday business, and the ability to negotiate effectively in a wide range of business contexts is crucial. This involves securing the best outcome for both parties and protecting valued relationships.
Negotiation is a method by which people settle differences. It is, to put it just, the process of trying to get what you want from another person.
Too often, business negotiations are limited to a battle over price. While the price is, of course, remarkable, this single-mindedness defines the total value that the parties could benefit from in a partnership.
We all operate in an increasingly complex commercial and professional environment that requires us to negotiate on a daily basis not only with customers, clients, suppliers, and contractor but also with managers, fellow employees, and colleagues within our organization.
Win-Win Negotiation Skills training examines ways to enhance your negotiation outcomes and reviews the latest ideas and techniques in negotiation.
By focusing on the ‘value of the deal,’ and examining the different issues that interfere with successful outcomes, you will be able to ensure greater success and more extended-lasting relationships from your future negotiations.
Key issues covered include the importance of excellent planning, how to set your objectives, knowing when to ‘walk away,’ and understanding the critical tactics employed by top negotiators.
This training course is designed to explain the negotiation process in detail and demonstrate how to use it effectively, giving delegates the negotiation skills and strategies they need to succeed in today’s challenging commercial environment.
You might be interested in other Communication Skills as well as Sales and Marketing programs as a next step.
You will learn how to
Common concerns we hear include:
-How do I retain rapport and a positive relationship while negotiating?
-How do I get to the heart of the other party’s requirements?
-How do I achieve my goal while retaining my integrity?
This course will confirm and consolidate your existing negotiation skills as well as provide you with some new negotiation tools and perspectives, supported by plenty of practice.
Using the ‘Harvard method,’ or interest-based relational approach, you’ll learn how to achieve valuable ‘win-win- outcomes that deliver for both parties and build lasting relationships that provide value in the long-term. What you learn will be useful at work and in many other contexts.
IMPORTANT COURSE INFORMATION
Participants who fully attend this course and complete the test on the last day will receive a Strategic Axis Professional Certificate (SAPC).
SAPC certificates are regionally recognized and can be quite valuable when applying for more senior roles within the organization or outside.
COURSE OUTLINE
Definition of ‘negotiation.’
Common negotiation forms and features
What can you negotiate and who can you negotiate with
Two types of negotiations
Integrative
Distributive
Rational model for decision making
Choosing the most appropriate negotiation strategy
Definition of ‘negotiation.’
Common negotiation forms and features
What can you negotiate and who can you negotiate with
Two types of negotiations
Integrative
Distributive
Rational model for decision making
Choosing the most appropriate negotiation strategy
Module 2: Negotiation and personality styles
Characteristics of an effective negotiator
Negotiation style profile
Intuitive/Normative/Analytical/Factual (INAF)
Dominance/Influence/Steadiness/Conscientiousness (DiSC)
Administration and determination of own style
Behavioral style summary
Module 3: Essentials of negotiation
The four phases of negotiation
Plan, debate, propose and close
Negotiation checklist: do’s and don’ts
Elements of Best Alternative to a Negotiated Agreement (BATNA)
Choosing when to walk away (BATNA)
How to concede: do’s and don’ts
What is your preferred concession style
Concession styles from around the world
Module 4: Negotiation planning, preparing, and power
Negotiation planning
The seven pillars of negotiation wisdom
Interest
Options
Alternatives
Legitimacy
Communication
Commitment
Relationships
Assessing the source of negotiating power
Definitions
Sources of power
Altering the balance of power
Overcoming your limitations
Defending and challenging a firm offer
Module 5: Negotiation strategies and tactics
Thirteen basic negotiation strategies and tactics
A brief description of each tactic
Ten negotiation mistakes to avoid
Dealing with difficult negotiators
What can you do about it?
Trust building
Ranking and discussing the ten trust-building behaviors in negotiations
Module 6: Preparing and conducting individual and team negotiations
Practical role plays
Interest-Based Relational approach (the Harvard Negotiation Program)
Getting people to say ‘yes.’
Team negotiations
