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Home arrow Training Programs arrow Negotiate to Win the Art of Successful Negotiation
Negotiate to Win the Art of Successful Negotiation Print E-mail

Gain the skills, insights and competencies required in all negotiations - in every industry - at every level.

 

Whether it’s allocating resources for a project, funding a new initiative or establishing a supply chain for a new product or service, negotiation is inevitably at the heart of the process. But few people understand the structure, techniques and approaches available to them as they seek to positively influence an outcome. This hands-on two day seminar gives you a step-by- step guide to effective negotiation. You must identify the problem, understand it from the other’s perspective, generate alternative solutions and select a solution that benefits both sides. All parties need each other to achieve their goals. Negotiation focuses on solving the problem and closing the gap between what both parties want.

 

Module 1: The Process of Win-Win Negotiations
Overview

  • Understanding the Win-Win or Problem-Solving Approach to Negotiation.
  • The Two Elements in Any Negotiation
  • Negotiations Strategies - Hard, Soft, Problem-Solving.
  • Reaching Agreement is Not the Only Goal

Module 2: Understanding and Utilizing Basic Negotiation Concepts

  • Interests/Needs
    • Organizational Needs
    • The Influence of the Individual Negotiator’s Needs
  • Positions
  • Issues
  • Constituencies
  • Alternate Currencies
  • Compromises
  • WAWAs
  • Three Phases and Five Stages in Negotiation
  • Planning Your Negotiation. Putting it all together

Module 3: Communication Skills for Negotiators: Rapport Building

Active Listening Skills
  • Capturing the Essence
  • Paraphrasing Content
  • Reflecting Emotions
  • Body Language
Understanding Different People Styles
  • Understanding Your Own Style
  • Recognizing a Different Communication Style in Another
  • Flexing Your Behavior to Accommodate the Other Person’s Style
Matching Behavior
  • Body, Facial, Vocal

Acknowledgement and Validation Skills

 

Module 4: Communication Skills for Negotiators: Speaking Compellingly

Managing Your Voice in Negotiation
  • Speed, Pitch, Volume, and Intonation
Use of Silences and Pauses
  • When and how long to Pause
  • When to Stop Talking
Languaging Skills
  • Using neutral language
  • How to use words and phrases to move the other party toward you
  • Reframing
Questioning Skills
  • Asking Questions:
  • Open Ended Questions and their Uses
  • Closed and Definitive Questions and their Uses
  • Responding to Questions:
  • How to Respond
  • When Not to Respond to a Question
Assertiveness Skills
  • When and How to Assert Yourself
  • Different Kinds of Assertiveness
  • Drawing Boundaries
  • Expressing Displeasure
Nonverbal Communication
  • Body, Position, Face, Eyes, Head.

Module 5: Meeting Special Challenges

  • Dealing with Tactics
  • Overcoming Deadlock

Module 6: Follow Up - Holding the Agreements in Place - The Forgotten Element in Negotiations


Module 7: Applying the Model to Your Own Negotiation

 

Who Should Attend

  • Managers and Supervisors
  • HR Personnel
  • Help Desk
  • Staff
  • Frontline Staff
  • Administrative Assistants
  • Sales
  • Personnel
  • Customer Service Personnel
  • IT Professionals
  • Team Leaders
  • Front Desk Personnel