Fundamentals of Negotiation

by Admin Wed Jan 07, 2009 4:29 pm

Overview What makes a successful negotiator? It requires a combination of knowledge, skills, techniques and most importantly…confidence.
This program is designed to introduce participants to the fundamental skills behind planning & preparation for a negotiation. It also introduces participants to specific communication skills required for effective negotiation

Challenges Addressed
．Achieving a win/win outcome, via a principled approach to negotiating
．Understanding the underlying principles of negotiation
．Building self-awareness of your negotiation style
．Discovering the negotiation ‘road map’
．Building common ground and identifying potential sticking points
．Using the skills and techniques to bargain and trade
．Maintaining control, reaching agreements and locking-in concessions

Outcomes / Business Benefit
．Participants will:
．Learn to plan for negotiation situations.
．Role-play realistic scenarios to practice skills and receive feedback and tips
．Enhance their understanding of the dynamics of negotiation
．Become aware of the behaviours that get in the way of success
．Develop a range of negotiation-specific communication skills
．Experience a range of negotiation activities from role-plays to intense exercises that build skills and self-awareness
．Be more confident when next faced with a negotiation challenge

Key Components
．Understanding negotiation, its dynamics and underlying principles
．Qualities of an effective negotiator
．Preparing for a negotiation
．Bargaining & concession trading
．Reaching agreement and closing effectively
．Planning tools and support frameworks & materials
．Highly experiential workshop – role plays and numerous activities

Who Should Attend
Any individual who has attended the Influencing Skills Program and are looking to develop their negotiating skills. Learning to negotiate with confidence is a life skill.

Duration
1 day for 6-10 participants