Effective Negotiation Skills

Effective Negotiation Skills

Program Objectives:

In this tough - no nonsense seminar, participants learn and work with some of the most effective techniques used by today’s outstanding negotiators. It helps participants to:

1. Recognize their strengths and weaknesses and know where they stand as a negotiator.
2. Understand The Four Phases process of Negotiation
3. Plan to win. Develop an effective plan and strategy for any negotiation ̶the how and what to prepare for a good battling average’ at the encounter
4. Choose the right time and the right tactic – using their strengths where and when it counts at the bargaining table
5. Play for a win-win situation, “If you want to gather honey, don’t kick over the beehive” ~ Dale Carnegie
6. Develop an on going improvement plan for future negotiations

Course Outline

MODULE 1: THE ART OF NEGOTIATION:

• Negotiation as a Basic Life Skill
• Self-Assessment of Negotiation Practices
• An overview of the Negotiation Process: The Four Phases

MODULE 2: PLANNING FOR NEGOTIATIONS

• Getting the Facts
• Setting Negotiating Objectives
• Team Exercises
• Defining the Settlement Range

MODULE 3: AT THE BARGAINING TABLE

• Firing the Opening Gun
• Returning the Serve
• Listening Skills and Body Language
• Extracting and Granting Concessions
• Testing and Maintaining Credibility
•  Analysis of Role-Play Results

MODULE 4: USING POWER AND APPLYING PRESSURE

• Sources of Power and Leverage
• Using Power Tactics
• Resisting Intimidation and Pressure
• Fighting Dirty Tactics

MODULE 5: REACHING AGREEMENT

• Co-operative Modes of Negotiation
• Analysis of Role-Play Results
• Breaking an Impasse
• Coping with Deadlock
• Fallback Solutions

MODULE 6: THE WINNING NEGOTIATOR

• Special Situations : Team, Telephone and Foreign
• Negotiations
• Assessing Your Negotiation Situation
• Developing a Negotiation Improvement Plan

?WHO SHOULD ATTEND

This programme has been designed for managers in general management, finance, purchasing, marketing, sales, personnel and industrial relations. It develops skills for more effective negotiation both within and outside the organization.