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A one day program that presents the theory
and practice of negotiation through a series of presentations, demonstrations
and practical exercises.
Participants absorb knowledge and learn skills that enable them to be
more successful at negotiating good outcomes in most situations, including:
at work, at home and at play.
The course is both entertaining and challenging. The topics we
cover include:
Defining Negotiation
- What
is negotiation?
- When
are we negotiating?
- When should
we negotiate?
- The difference
between negotiation and haggling, crushing, surrender and selling.
- Why are
good negotiators so persuasive?
Negotiation
Concepts
- Interest-based
negotiation vs “Soviet-style”.
- Win without
destruction, agree
without surrender.
The Importance of Character and Attributes
- Recognising
different personality types and styles.
-
Responding to different personality types and styles.
Influencing Skills
- Controlling
meetings and interactions
- Empathy and
Assertiveness
-
Active listening
-
Body language
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Effective Questioning
Managing
Difficult Negotiations and Meetings
- What
makes some negotiations and meetings so difficult?
- Handling
difficult people.
- Handling
difficult issues.
- Handling
difficult meetings – including agenda setting, obtaining buy-in and
commitment, proper preparation and managing interactions.
Effective
Negotiation - Process, Tools and Techniques
- Process:
the 4 Step / Quadrant Model
- Preparation:
- Multi-view
situation analysis
- Realistic
situation evaluation
- Presentation:
- Style
and timing
- Option
generation
- Implementation:
making agreements that work and last.
Negotiation Exercise
Finally, we put it
all together with a practical and entertaining negotiation exercise designed
specifically for program participants. This provides an opportunity
to experiment with the tools and techniques taught during the program,
including use of preparation and presentation work papers.
This exercise is fully
facilitated, coached and de-briefed. |
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