Negotiation Skills
Negotiation Skills
£40.00 - £710.00
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Negotiation Skills

Negotiation Skills

£40.00£710.00

SKU: microsoft-excel-for-accounting-introduction-1-1-1-1-1-2 Category:

COURSE OUTLINE [Duration: one day]    

Being able to influence and negotiate successfully helps you get ahead both in your career and in your life. In this program you will develop and practice basic skills that enable you to confidently approach future negotiations. It introduces a clear structure and approach to planning negotiations and explores techniques for exerting more influence in workplace situations.

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Description

Overview

Being able to influence and negotiate successfully helps you get ahead both in your career and in your life. In this program you will develop and practice basic skills that enable you to confidently approach future negotiations. It introduces a clear structure and approach to planning negotiations and explores techniques for exerting more influence in workplace situations. You will also have the opportunity to prepare for several practice negotiations, building your confidence at every step of the negotiation process.

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.

What You Get

MODULE 1: Introduction to negotiation  

This module contains:

bullet Identify the qualities of successful and unsuccessful negotiators.
bullet Define negotiation and provide examples of when you have negotiated in and outside     work.
bullet Identify a negotiation situation you will practice during class.

MODULE 2: Personality types

This module contains:

bullet Explain the benefits of knowing personality styles.
bullet Explain the behaviors as well as the strengths/weaknesses of each personality style.
bullet Identify your own personality style.
bullet Identify how to work more effectively with each personality style while negotiating.

MODULE 3: Negotiation Strategies 

This module contains:

bullet Explain how to choose a negotiation strategy based on relationship and results.
bullet Define positional bargaining.
bullet Identify the differences between ” Soft” and ” Hard” negotiating.
bullet Define principled negotiation.
bullet Identify the four steps in the negotiation process.

MODULE 4: Preparing for negotiation

This module contains:

bullet Identify fears and ” hot buttons ” as well as strategies to overcome them.
bullet Identify areas to research on your side and on  your opponent’s side.
bullet Define your BATNA (best alternative to a negotiation agreement), WATNA (worst alternative to a negotiation agreement), WAP (walk away point) and ZOPA (zone of possible agreement).
bullet Skill practice: Prepare for your personal negotiation situation.

MODULE 5: Opening the negotiation

This module contains:

bullet Explain how to create a positive first impression.
bullet Explain the importance of “small talk” and finding common ground in negotiation.
bullet Explain how setting ground rules can influence a negotiation.
bullet Identify important negotiation ground rules.

MODULE 6: Exchange information and bargain

This module contains:

bullet Explain how to initially exchange information.
bullet Identify contingency plans for unfavorable situations.
bullet Explain bargaining techniques.
bullet Explain strategies for inventing options for mutual gain.

MODULE 7: Handle opposition

This module contains:

bullet Explain strategies to bring your opponent from NO to YES.
bullet Identify strategies to deal with negative emotions.

MODULE 8: Close the negotiation

This module contains:

bullet Explain how to move from bargaining to closing.
bullet Explain the closing process.
bullet Practice your personal negotiation situation and get feedback from other participants.

Competitive review game – An Exciting review challenge (Power Point Game) to end your training on a high note!

Additional information

Type

Webinar, In office

Number of delegates

1, 2, 3, 4, 5, 6, 7, 8, 9, 10

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