Effective Negotiations Skills هذه الدورة تدرس باللغة الإنجليزية

تفاصيل الدورة

The course is designed to help prepare the student to develop knowledge, skills and attitudes required to be successful in modern business negotiating situations (both distributive and integrative). This includes negotiating and building mutually beneficial long-term partnerships in both individual and organizational environments. The course is heavily weighted on practical exercises and participation in all negotiation exercises is critical to course success.

These Negotiation Skills – Training program will give participants an understanding of the phases of negotiation, tools to use during a negotiation and ways to build win-win solutions for all those involved.

Moreover, it will enhance the English language skills and vocabulary needed with a focus on accuracy and fluency in dealing with negotiations.

Course Objectives

By the end of this course trainees will be able to:

1. Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.
2. To differentiate between disruptive and integrative negotiating.
3. Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA.
4. Lay the groundwork for negotiation.
5. Identify what information to share and what to keep to you.
6. Understand basic bargaining techniques.
7. Apply strategies for identifying mutual gain.
8. Understand how to reach consensus and set the terms of agreement.
9. Deal with difficult negotiators.
10. Demonstrate ethical behavior in negotiation.

Content

1. Why Negotiate?
2. Negotiation – What is it?
3. Some decision making tools for negotiation:
4. When do we negotiate?
5. The successful negotiator.
6. Getting to know the other side.
7. The meeting.
8. Negotiating Behavior (Red, Blue, and Purple).
9. The Four Phases of Negotiation.
10. Planning.
11. Debate.
12. Making Proposals.
13. Bargain.
14. Examples for proposals and bargaining.
15. Closing the Negotiation.
16. Dealing with Difficult Negotiators.
17. Negotiation Check List.
18. Contract Negotiation:  A Complex Activity for Both Buyers and Sellers.
19. Negotiation Approaches.
20. What Is Different About Global and Domestic Negotiations?
21. Key to a Successful Contract Negotiation.
22. Getting to Yes Means -
23. Buyer’s Negotiation Objectives (Interests).
24. Seller’s Negotiation Objectives (Interests).
25. The Contract Negotiation Process:  The Risk Zone.
26. Phase 1:  Pre-negotiation Planning (10-Step Process).
27. The Importance of Price.
28. The Importance of Terms and Conditions.
29. Phase 2:  Conducting Negotiations.
30. Tactics and Counter tactics I (Buyer vs. Seller) (1-6).
31. Factors in Selecting Contract Types.
32. Contract Pricing (Incentives) – Best Practices (Buyer & Seller).
33. Phase 3:  Post negotiation Actions.
34. Closing.
35. Understanding How Negotiations Work.
36. Contract Award Phase – Best Practices (Contract Negotiation & Formation) (Buyer & Seller).
37. Exercise: Contract Negotiations Q&A.

Methology

1. Practical exercises.
2. Case studies.
3. Group discussion.
4. Problem solving.