Negotiation for Success

Course details

PROGRAM OVERVIEW

Everyone negotiates! On key factor that contributes towards an organisation’s success is its people’s ability to negotiate effectively – with internal customers, external customers, suppliers & all the stakeholders. The Negotiation Skills Programme is designed to inculcate participants with competencies that will enable them to work cohesively towards personal & organisational goals.

LEARNING OBJECTIVES

• Understand the concept & basic principles of negotiation
• Learn the impact of individual personality on negotiation styles
• Understand the negotiation process
• Learn & apply tools and techniques for effective negotiation
• Apply interpersonal skills to influence a ‘win-win’ outcome
• Know when to apply ‘lose-win’ strategy to achieve negotiation success
• Confidently handle difficult people, difficult situation and negotiation breakdowns

PROGRAM CONTENT

Part I: Applying the Basic Principles in Negotiation

• Understanding the ultimate goal of negotiation
• Types of negotiation – internal and external
• Focusing on need, not position

Part II: Understand Characteristics of Negotiation

• Inherent feature of conflict
• Influencing assumptions and expectations
• Negotiation styles and roles
• Balance of power

Part III: Using Key Interpersonal Skills

• Listening skills & reading body language
• The power of questions
• Handling breakdowns, difficult people & situations

Part IV: Setting The Goal of Negotiation

• Openness and trust
• Influencing a ‘win-win’ outcome
• Applying ‘lose-win’ strategy for overall success

Part V: Managing the Negotiation Process

• Preparing to negotiate
• Making proposal
• Debating & Bargaining
• Closing