Essential Skills for a Successful Negotiation هذه الدورة تدرس باللغة الإنجليزية

تفاصيل الدورة

This 1-day course will equip participants with tools and breakthrough strategies for understanding and preparing for negotiations. Participants will understand themselves as negotiators when engaging in simulation and role-play exercises.

You will learn how to break through barriers to co-operation and turn adversaries and opponents into partners in problem-solving in very difficult negotiations. The idea is to get you prepared for successful negotiations at the workplace even in tough situations.

Benefits of Attending

• what are the right strategies of a successful negotiation?
• what are the negotiation traps?
• what are ineffective negotiators?
• what are the negotiation myths?
• how to level the negotiation field?
• how to negotiate with difficult persons?
• what are the steps to break-through negotiation in difficult situations?
• what are the successful traits to successful negotiation?
• how to get the other party to say “Yes” to your terms and conditions?
• how to stay in control under pressure
• how to defuse hostility and anger
• learn to counter dirty trick
• use power to bring opponent back to the negotiation table
• reach wise agreements that satisfy both side’s needs

Course Outline

• Essential Negotiation skills
  • influence, power and persuasion tactics
  • clarifying objectives & goals
  • bargaining tools
  • compromising without losing out
  • negotiating agreements with ease
  • PIOC Harvard Techniques
  • tips for a Successful Negotiation
  • what is your alternative to reaching an agreement? BATNA
  • is there more than one offer in negotiations? – counter – offer
  • is there a power differential between parties?
  • using precedent?
  • The Unfair Advantage case-study presentation
  • be aware of the contracting business environments
• Negotiating to Resolving Differences
  • negotiation strategies in conflict management
  • when impasse happened, then legal action?
  • how to get past “no”
  • the 5 breakthrough strategies
  • build a golden bridge for Opponent. How to?
  • don’t react and go to balcony
  • don’t argue but step to their side
  • don’t reject but reframe. How to?
  • don’t push and build a bridge for them
  • don’t escalate but use power to educate
  • consider mini-trials
  • alternative dispute resolutions
  • when is mediation effective?
  • mediation as extended form of negotiation
  • advantages and disadvantages of arbitration
  • mediation-arbitration clause