ICTD International Centre for Training and Development

Negotiation Skills Achieving Successful Outcomes

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About the course

Many interactions in a professional environment involve a series of negotiations whose outcome could be the difference between success and failure. In this course, you acquire the knowledge to develop sophisticated negotiating skills crucial to achieving desired results and building strong relationships. You gain experience in negotiation simulations and practice sessions which build a powerful negotiation toolkit.

Through intense, practical scenarios, you acquire a robust set of negotiation skills and gain experience in:

  • Practicing real-world negotiation scenarios
  • Role-playing "hardball" techniques to develop principled responses
  • Performing positional analysis with SWOT and Johari Window
  • Identifying hidden agendas and taking action
  • Timing the start and close of negotiations
  • Effectively handling moves and turns
  • Applying E.I. and M.I. knowledge for powerful outcomes
  • Transferring lessons learned to real-world negotiations

Course Objectives

  • Conduct principled negotiations that result in wise agreements
  • Incorporate a process approach into your negotiation skill set
  • Formulate communication strategies based on various situations
  • Develop a confident negotiating style to deflect "hardball" tactics
  • Apply practical psychology principles to negotiate effectively
  • Enhance your negotiation skills by applying good practices in a real-world setting

Course Outline

Defining the Negotiation Environment

  • The impact of organizational culture
  • The range of negotiation styles and practices
  • Assessing negotiation feelings and attitudes
  • Differentiating win/win from win/lose
  • Defining the wise agreement

Powering Up Principled Negotiation

What is principled negotiation?

  • Elements of principled negotiation
  • The 5-step negotiation process model
  • Payoffs of principled negotiation

Standards for principled negotiation

  • Base lining negotiation standards
  • Building a wise agreement
  • Efficient and ethical negotiation approaches

Planning Wise Negotiation Outcomes

The components of a negotiation plan

  • Structuring positional analysis with the Johari Window
  • Clarifying potential outcomes
  • Leveraging the power of BATNA
  • Tailoring your situational approach

Forming a negotiation preparation plan

  • Successful negotiation planning
  • Balancing plan components
  • Crafting a negotiation plan
  • Testing plan feasibility
  • Future proofing your plan

Setting the stage for successful negotiation

  • Logistics for successful outcomes
  • Anticipating logistical power plays
  • Building psychological readiness
  • Physical fitness for negotiation success

Timely Starting and Closing Actions

Conducting a principled negotiation

  • Recognizing hidden agendas
  • Making the most of start and stop signals
  • Knowing when to Agree, Bargain, Control or Delay (ABCD)• Gaining collaboration and support
  • Sustaining positive momentum

Informal and formal negotiations

  • Distinguishing water cooler vs. boardroom strategies
  • Choosing when, and when not, to formalize
  • Gauging the best way to close the deal

Going Head-to-Head with "Hardball" Negotiators

Common "hardball" styles

  • Intimidation, games and tactics
  • Moves of classic manipulators
  • Challenging conventional wisdom on "hardball" effectiveness

Principled responses to "hardball" tactics

  • Negotiation tactics for effective outcomes
  • Revealing unprincipled moves and motivations
  • Countering the win/lose mind-set
  • Managing emotional pressures

The Psychology of Successful Negotiation

Applying motivation best practices

  • Assessing the communication profile of negotiating parties
  • The impact of beliefs and values
  • Creating and adjusting plans based on SWOT analysis
  • Identifying Emotional Intelligence (E.I.)
  • Multiple Intelligence (M.I.) and communication filters
  • Analyzing communication strengths and challenges

Listening actively for effective negotiation

  • Developing rapport
  • Drafting an iterative negotiating plan
  • Mapping E.I. and M.I. to improve communication
  • Recognizing and valuing diversity in others

Applying Your Skills in an Authentic Environment

  • Developing agile strategies
  • Moving from one-to-one to inter team negotiations
  • Deploying an iterative process
  • Conducting resource matrix problem solving

Best practices of principled negotiation• Arriving at wise agreements

  • Creating efficacy in the negotiation process
  • Delivering ongoing value through positive relationships and reduced stress

Course Methodology

A variety of methodologies will be used during the course that includes:

  • (30%) Based on Case Studies
  • (30%) Techniques
  • (30%) Role Play
  • (10%) Concepts
  • Pre-test and Post-test
  • Variety of Learning Methods
  • Lectures
  • Case Studies and Self Questionaires
  • Group Work
  • Discussion
  • Presentation

Who should attend

This course is valuable for anyone in need of effective negotiation skills, responsible for negotiating the best possible terms of an agreement and working in a project environment.

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