Course Outline:
- An Introduction to Negotiation
- What is Negotiation?
- Negotiation: Some Practical Definitions
- Identifying Opportunities for Negotiation
- To Negotiate or Not; that is the Question
- Negotiation and Conflict
- Understanding Types of Negotiation
- Negotiation: Attitudes and Approaches
- Negotiation Styles
- The Win-Win Approach to Negotiation
- The Give/Get Principle of Negotiation
- Conflict Resolution Styles
- Characteristics of a successful Negotiator
- Case Study: A Buy-Sell Negotiation
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- Laying the Groundwork
- How to Easily prepare for a negotiation – Pre-Negotiation planning with precision)
- Develop Powerful BATNAs
- Identify your WAP, ZOPA
- Identify which of the 5 styles of negotiation is best to use
- Negotiation: The Process
- Pre-Negotiation
- Preparing to Negotiate
- Collecting detailed Information
- Negotiator’s guide to Preparation
- During the Negotiation
- Building Rapport
- Understanding the other perspective
- Bargaining
- Closing
- Post the negotiation
- Follow-up
- Sustaining the relationship
This course will include a video of the CEO presenting on flipchart the key learning points of Powerful Negotiation Skills, and key actions to develop in your role and your career. The aim is to greatly increase the learning outcomes.
Measurement of Progress
Each team member completing this course will complete a post questionnaire or test to measure level of understanding. Once a 75% and above success is achieved a successful completion certificate will be generated. Post training reviews will be provided either by a Video Conference or a report depending on the requirements set by the customer, which will monitor progress, and reflect on the learning, and positive feedback.
