Negotiating Skills ► Into Action
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NegotiationsDescription
STRENGTHENS YOUR ABILITY TO APPLY A COLLABORATIVE, PROBLEM-SOLVING APPROACH TO THE NEGOTIATING PROCESS.
Negotiating Skills ► Into Action strengthens participants’ ability to apply a collaborative, problem-solving approach to the negotiating process. It is exercise-based, highly interactive and designed to yield results that can be put to use immediately.
Outcomes – Participants will be able to:
- Recognize their default negotiating style
- Work more effectively with clients who have different styles
- Understand the process of collaborative negotiations
- Prepare appropriately for an upcoming negotiation
- Craft agreements that satisfy both party’s underlying interests
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Effective Negotiations
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Description
Introduction
Whether we are dealing with internal or external stakeholders, suppliers or friends and family, unconsciously we negotiate almost daily. The positive result of that negotiation conversation is dependent on our perception of negotiation and our approach to obtain our goal.
Benefits to You
• Understand the application of negotiation in all work place conversations such as inter-department, vendor, colleague, etc
• Strengthen your persuasion abilities when you need to influence without authority
• Equip you with negotiation techniques to strengthen your problem solving abilities
• Value deadlocks and differences at work as opportunities for dialogue and joint solutioning
• Realise your own personal negotiation style approach
• Understand the impact of personality and communication style
• Prepare for negotiation towards an open yet collaborative atmosphere
• Identify the different approaches of persuasion ( Cialdini’s Influence principles )
• Mastering the techniques to design a negotiation dialogue
• Articulate common ground between two parties
• Conclude better agreements through a principled-approach
Programme Outline
Day One:
- Personality profiling to understand your personality
- Negotiation profiling to understand your style
- Anticipating mixed signals when negotiating with different personalities
- Understanding non-verbal cues: tone, words and body language
- Reframing to the context and relationship status
- Value of principled-based versus position-based approach
Day Two:
- Reviewing the Harvard negotiation model
- Reasons for failed negotiations
- Turning a deadlock into a dialogue
- Understanding the fundamentals of WAP, ZoPA and GaCV
- Concessions creation and management
- Common tactics and counter measures
Who should attend
(Level 2) Supervisors, Executives, & Emerging Managers
(Level 3) New Managers