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 own organization.
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.
This course is designed to enhance awareness of key concepts relating to negotiation skills, and provide a safe environment in which to experiment, practice and receive feedback using “real play” scenarios (using video if preferred).
By the end of this training, participants will be able to:
- Negotiate more confidently, both commercially and operationally, with customers, suppliers and other stakeholders
- Develop tactics and strategies to become effective negotiators.
- Build a good long term relationship to obtain a win-win solution.
- Adopt new approaches to influencing and negotiating with suppliers and stakeholders, especially where predominant styles are not being effective.
- Develop a strategy in negotiation with various private parties (government agencies, private and community based organizations)
Supervisors, team leaders, Staff & Administration, Secretary, technical professional who want to maximize their positive impact on others, enrich the quality of their relationships and increase their job effectiveness.
Preparing for Negotiation
- Preparation Worksheet
- Uncover issues and interests behind positions
- Create mutually agreeable options
- Recognize independent & objective standards
- Define a fall-back option
The Negotiation Process & Strategy
- Initiating the Negotiation
- Defining Goals and Objectives
- Clarifying the Issues
- Trading Concession
- Concluding the Negotiation
- Techniques of Negotiation
Getting to YES: Negotiating Agreement Without Give in
- The Problem: Don’t Bargain Over Position
- The Method:
- Separate the People from the Problem
- Focus on Interests, Not Position
- Invent Options for Mutual Gain
- Insist on Using Objective Criteria
Complex & Difficult Negotiations
- Spotting key indication of complexity and difficulty
- Hard bargaining; Stonewall; Attacks; Tactics
- Power and tools for complex difficult negotiation
- Best Alternative To a Negotiated Agreement ( BATNA)
- Zone Of Possible Agreement (ZOPA)
- Prepare Negotiation Worksheet
Getting Past NO Principles and Tactics
- Go to the balcony
- Step to the other side (Use their Shoes)
- Change the game (Reframe-Turning Point)
- Help the other side say yes (Golden Bridge)
- Use your power to educate (ask Advise)
Practice & Simulation of Negotiations
Post Test; Lesson Learned and Evaluation
Commitment and Action Plan