Communication skills course

Negotiating for Results

Delivery Mode

Live Online & face to face classroom

lessons

8

skill level

all

duration

16 hours

language

english

  • Delivery mode: Live online and classroom
  • Course Duration: 16 hours
  • Live Online Duration: 4 days (4 hours each day)
  • Classroom Training Duration: 2 days
    (8 hours each day)
Negotiating for Results

Course Overview

Professionals who can master the art of negotiation find they can save time, save money, develop a higher degree of satisfaction with outcomes, at home and at work, and earn greater respect in the workplace.

This 16 hours workshop is focused on setting in place principles for the development of robust negotiation skills. It will provide you with tools to promote effective negotiation communications and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.

  • Delivery mode: Live online and classroom
  • Course Duration: 16 hours
  • Live Online Duration: 4 days (4 hours each day)
  • Classroom Training Duration: 2 days (8 hours each day)

Delivery Methods:

  • Self-discovery and critique
  • Group exploration and facilitator led discussions
  • Game based learning
  • Practical exercises
  • Best practice theory exploration

Completing this course will help you:

By the end of this training course participants will be able to:

  • Define negotiation and Identify steps for proper negotiation preparation
  • How to negotiate effectively with different personality styles
  • Define principled negotiation and identify the four steps in the negotiation process
  • Learn bargaining techniques and strategies of inventing options for mutual gain and move negotiations from bargaining to closing

Who is the course for?

Business professionals and team members of all levels who are looking to enhance their negotiation and communication skills

Learning Path

  • Identify the qualities of successful and unsuccessful negotiators
  • Define negotiation and provide examples of when you have negotiated in and outside work
  • Identify a negotiation situation you will practice during class
  • Explain the benefits of knowing personality styles
  • Explain the behaviors as well as the strengths/weaknesses of each personality style
  • Identify your own personality style
  • Identify how to work more effectively with each personality style while negotiating
  • Explain how to choose a negotiation strategy based on relationship and results
  • Define positional bargaining
  • Identify the differences between ” Soft” and ” Hard” negotiating
  • Define principled negotiation
  • Identify the four steps in the negotiation process
  • Identify fears and ” hot buttons ” as well as strategies to overcome them
  • Identify areas to research on your side and on  your opponent’s side
  • Define your BATNA , WATNA , WAP and ZOPA
  • Skill practice: Prepare for your personal negotiation situation
  • Explain how to create a positive first impression
  • Explain the importance of “small talk” and finding common ground in negotiation
  • Explain how setting ground rules can influence a negotiation
  • Identify important negotiation ground rules
  • Explain how to initially exchange information
  • Identify contingency plans for unfavorable situations
  • Explain bargaining techniques
  • Explain strategies for inventing options for mutual gain
  • Explain strategies to bring your opponent from NO to YES
  • Identify strategies to deal with negative emotions
  • Explain how to move from bargaining to closing
  • Explain the closing process
  • Practice your personal negotiation situation and get feedback from other participants

Competitive review game

Are you ready to start ?

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