Negotiation Training

Course details

This Negotiation Skills training course addresses all three requirements by providing practical negotiation techniques applicable in various situations. To gain proficiency in negotiation requires practice, so the course provides you with tips for competent pre-negotiation planning, and working in pairs or small teams to prepare for situations that require negotiation.

In this Negotiation Skills training course from PD Training, you will learn theories and obtain the opportunity to apply them to different scenarios. This is training tailored for you!

This Negotiation training course can be delivered at your premises anywhere in Singapore by one of our expert local or international trainers.

Outcomes

By the end of this training session, participants will be able to:

• Explain the basic types of negotiations
• Learn the phases of negotiations & gain the skills necessary for successfully negotiating
• Apply basic negotiating concepts (WATNA, BATNA, WAP & ZOPA)
• Lay the groundwork for negotiation
• Identify what information to share & what information to keep to your self
• Master basic bargaining techniques
• Apply strategies for identifying mutual gain
• Demonstrate how to reach a consensus & set the terms of agreement
• Deal with personal attacks & other difficult issues
• Apply the negotiating process to solve everyday problems
• Negotiate on behalf of someone else

Foreword:

• Negotiation is required everyday when communicating within any business or organization. You negotiate constantly - with colleagues, employees, clients and business partners. Did you know that successful negotiation involves self-awareness, preparation and putting into practice these elements?
• Gain the confidence you need to resolve a point of difference, or the advantage in the outcome of a discussion, produce an agreement upon courses of action, or bargain for individual or collective advantage. Negotiation is a process which can lead to positive outcomes and develop relationships.
• This highly participative learner focused Negotiation Skills Training Course will arm you and your team with winning negotiation skills and tactics so you feel better prepared, more confident and have greater control in the negotiation process.

MODULES

Understanding Negotiation

• Types of negotiation
• The three phases
• Skills for successful negotiation

Getting Prepared

• Establishing your WATNA and BATNA
• Identifying your WAP
• Identifying your ZOPA

Laying the Groundwork

• Setting the time and place
• Establishing common ground
• Creating a negotiation framework

Phase One - Exchanging Information

• Getting off on the right foot
• What to share
• What to keep to yourself

Phase Two - Bargaining

• What to expect
• Techniques to try
• How to break an impasse

About Mutual Gain

• Three ways to see your options
• About mutual gain
• Creating a mutual gain solution

Phase Three - Closing

• Reaching a consensus
• Building an agreement
• Setting the terms of the agreement

Dealing with Difficult Issues

• Being prepared for environmental tactics
• Dealing with personal attacks
• Controlling your emotions
• Deciding when it's time to walk away

Negotiating Outside the Boardroom

• Adapting the process for smaller negotiations
• Negotiating via telephone
• Negotiating via E-mail

Negotiating on Behalf of Someone Else

• Choosing the negotiating team
• Covering all the bases
• Dealing with tough questions