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Why Attend
Negotiation is part of our daily lives. Every day we negotiate with customers, suppliers, co-workers, business associates and family members. Negotiation is a method by which people settle differences. It is, to put it simply, the process of trying to get what you want from another person. Too often, business negotiations are limited to a battle over price. While price is of course important, this single-mindedness limits the total value that the parties could benefit from in a partnership. In this negotiation training course, you will gain insight into the habits of good negotiators as you build your own skills. Through a series of group exercises, you will be able to learn and practice proven negotiation tactics, refine your personal negotiating style, and improve your ability to negotiate successfully and effectively in any situation.
Course Methodology
In this course, participants are exposed to a mixture of interactive and cooperative learning techniques such as lectures and presentations, interactive exercises, games, group activities and role plays.
Course Objectives
By the end of the course, participants will be able to:
Compare and contrast between the integrative and the distributive types of negotiations
Evaluate and assess the soft, hard and principled styles in negotiation
Identify and assess personality styles in negotiation
Distinguish between the four phases of negotiation
Examine and apply the different negotiating tactics
Discover the best approach to resolving conflict and building trust
Plan and conduct effective negotiations as part of a negotiating team
Target Audience
This course is designed for executives, managers, professionals, salespeople, entrepreneurs, customer service representatives, and anyone who wishes to enhance their negotiation skills and make negotiations a more enjoyable, rewarding and effective part of their job.
Target Competencies
Influencing others
Rapport building
Trust building
Building consensus and cooperation
Verbal and non-verbal communication
Conflict management
Course Outline
Introduction to basic negotiation skills
Definition of 'negotiation'
Common negotiation forms and features
What can you negotiate and whom can you negotiate with
Two types of negotiations
Integrative versus distributive
Rational model for decision making
Choosing the most appropriate negotiation strategy
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
Essentials of negotiation
The four phases of negotiation
Plan, debate, propose and close
Negotiation checklist: dos and don’ts
Elements of Best Alternative to a Negotiated Agreement (BATNA)
Choosing when to walk away (BATNA)
How to concede: dos and don’ts
What is your preferred concession style
Concession styles from around the world
Negotiation planning, preparing, and power
Negotiation planning
The main pillars of negotiation wisdom
Interest and options
Alternatives and legitimacy
Communication, commitment and relationships
Assessing the source of negotiating power
Definitions and sources of power
Altering the balance of power
Overcoming your limitations
Defending and challenging a firm offer
Negotiation strategies and tactics
Thirteen basic negotiation strategies and tactics
Brief description of each tactic
10 negotiation mistakes to avoid
Dealing with difficult negotiators
What can you do about it?
Trust building
Ranking and discussing the 10 trust building behaviors in negotiations
Preparing and conducting individual and team negotiations
Practical role plays
Feedback, comments and discussions
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