training@ipdc.co.id
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Advanced Negotiation Skills: Mastering Negotiation Skills Course

No Date Location Register
1 02 - 04 Oct 2019 Bandung Register

OVERVIEW

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).

OBJECTIVES

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)

TARGET PARTICIPANTS

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.

 

COURSE CONTENT

Defining Negotiation

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