Negotiation Techniques
Schedule
| Start | End | Duration | Location | Details |
|---|
Course Details
Negotiation Techniques
Duration: 2 Days/4 Hrs per session
Course Code: RNT
Course Description:
In the business world, you don’t get what you deserve, you get what you negotiate.
Today’s highly interactive, multicultural world has shown us that negotiation – the ability to interact with and influence others – has become more important and more complex than ever. Negotiation skills are among the most desired core competencies by employers, particularly for management and leadership candidates.
Discussion points focusing on negotiation theory and established best practices from leading figures in negotiation add true value to the content of this module. Evaluations and practical application activities strengthen knowledge retention and ensure the lessons learned will be applied at the soonest possible time.
Course Objective:
At the end of this course, the participants will be able to understand:
• Define negotiation, and its objectives and benefit to the organization.
• Learn the various phases of negotiation and their corresponding structure
• Understand different strategic choices—and interpersonal skills—that drive relative success at the bargaining table.
• Describe methodologies in establishing your negotiation style
• Understand the principles of conducting negotiations
• Learn communication prerequisites in negotiations
• Learn how to deal with conflict at the bargaining table
• Discuss best practices and negotiation theory
Intended Audience:
This training course holds the most value to employees at all levels in the organization, who assume responsibilities that require some degree of negotiation:
• Leadership figures
o Strategic Leadership (C-Suite and other Executives, Directors, VPs and AVPs)
o Tactical Leadership (Managers and Senior Managers, Department or Business Unit Heads)
o Operational Leadership (Supervisors, Team Leads, Project Managers)
• Human Resource Staff and Management
• Procurement Staff and Management
• Supply Chain Management Staff and Leadership
Course Outline:
• Introduction to Negotiations
o Definition and Importance
o The Nature of Negotiation
o Characteristics of a Negotiation Situation
• The Phases of Negotiation
o Phase I: Preparing to Negotiate
o Phase II: Setting your Style
o Phase III: Conducting Negotiations
• Phase I: Preparing to Negotiate
o Becoming a Negotiator
o The Five Negotiation Dilemmas
o Being Prepared
o Designing the Structure
- Structuring the Approach
- Constructing a Framework
- Managing Processes
- Common Pitfalls in Preparation
• Phase II: Setting your Style:
o Defining Negotiation Styles
- Distributive Style
- Mixed-motive Style
- Integrative Style
o Interest-based Negotiation
o Four Types of Thinking Styles
o Creating Win-Win Deals
o Building Relationships
o Developing Mutual Trust
o Negotiating Fairly
• Phase III: Conducting Negotiations
o Negotiating with Power (Power Sources)
o Offers and Counteroffers
o Concessions
o The Art of Persuasion
o Managing Impasses
o Negotiating through Conflict (The Thomas-Kilmann Conflict Mode Instrument)
- Competing
- Collaborating
- Avoiding
- Accommodating
- Compromising
o Avoiding Decision Traps
o Managing Emotions
o Dealing with Competitive Tactics
o Closing the Deal
• Communication for Negotiators
o Verbal communication during negotiations
- Active Listening Skills
- Effective Questioning
- Assertive vs. Aggressive
o Non-verbal communication during negotiations
- Vocalics
- Kinesics
• Negotiation Theory and Best Practices
o The Ten Negotiation Traits
o The Fourteen Behaviors that Make the Difference
o When NOT to Negotiate