Corporate Training
You negotiate every day with customers, suppliers, co-workers, business associates and family about deadlines, priorities, the scope of a project or phase, methods of resolving problems and a myriad of other issues.
You want results in your negotiations but you don’t want fall into the destructive patterns that could damage what could be constructive relationships. You need to make your negotiations effective by figuring out what motivates the other side and knowing when to put an offer on the table. To become a powerful negotiator, you need the skills to handle difficult people and protect yourself from having someone take advantage of you.
Objectives
- Be able to understand the structure underlying all negotiation
- Understand the most appropriate strategies, skills and tactics for effective negotiation
- Be able to break any deadlocks stalling the negotiation
- Be able to deal with difficult people
- Secure win-win results
Contents
- Negotiating Skills – An overview
- What is Negotiating?
- Criteria for Measuring Successful Negotiators
- Key Elements of the Process
- Planning for Negotiation
- The Planning Process
- Positioning in Negotiating
- Identifying Leverage Points
- Negotiating – Approaches
- Understanding the Negotiating Dilemma
- Approaches to Relationships & Agreements
- Factors Influencing our Approaches
- Handling Conflict in Negotiations
- What is Conflict?
- Causes of Conflict
- Barriers to Conflict Resolution
- Application of Conflict Handling Situations
- Negotiating Agreements
- The Do's and Don'ts in Negotiating
- Assertive vs. Aggressive Behaviour
- Getting into Agreement
Learning Outcome
You will learn to
- Understand the structure underlying all negotiation
- Use the most appropriate strategies, skills and tactics for effective negotiation
- Break any deadlocks stalling the negotiation
- Leverage relationships effectively
- Defend yourself against aggressive tactics
- Secure win-win results
Who should attend ?
The negotiation workshop is designed for anyone who negotiates at work or at home including: executives, managers, professionals, salespeople, entrepreneurs, lawyers, accountants, engineers, health care professionals, and customer service representatives.
