Essential Skills for a Successful Negotiation Central Area, Central

Course details

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

OBJECTIVES

This 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.

No prior legal knowledge is needed for this Course. 

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

WHO SHOULD ATTEND

This Course is suitable for Purchasing Professionals, Contract Administrators and Managers, Marketing Executives, Sales Professionals and all personnel who contract with suppliers, customers and other firms.