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Duration: 1 day/ 2 days
Negotiation is a process whereby two persons or groups strive to reach agreement on issues or courses of action where there is some degree of difference in interest, goals, values or beliefs. The job of the negotiator is to build credibility with the "other side," find some common ground (shared interests), learn the opposing position, and share information that will persuade the "other side" to agree to an outcome.
Negotiation is a process whereby two persons or groups strive to reach agreement on issues or courses of action where there is some degree of difference in interest, goals, values or beliefs. The job of the negotiator is to build credibility with the "other side," find some common ground (shared interests), learn the opposing position, and share information that will persuade the "other side" to agree to an outcome.
This one-day/two days program gives the basics of Negotiating in a Competitive Negotiation Table.
The Course Satisfies
The Course Satisfies
Any person wishing to improve their negotiating skills.
The Training Benefits
The Training Benefits
· Greater confidence to negotiate at all levels
· Knowledge of strategic negotiation
· Achieving a conclusion to both parties
· To return to the workplace with well-practiced negotiating techniques relating to their own individual situations.
Course Outline
Course Outline
· Principles of Negotiation
· 10 key points for effective negotiation
· Preparation & Planning for Negotiation
§ 3Ps
§ Deciding on the strategy
§ Identifying the Zone of Potential Agreement
§ Finding the best alternative to negotiated agreement
§ The worst alternative to negotiate agreement
The deal paradigm
§ The psychology of deal
Movement in Negotiation; achieving a‘Win-Win’
§ Listening in Negotiation
Types of listening
§ Essentials of listening
Negotiation as a Behavioral Process
§ Table manners in negotiation
§ When principles won’t work
Communication Techniques in Negotiation
§ Structure & Process for Effective Negotiation
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