Negotiation Skills - SS13 ( 2 Days )
Price: $895.00
Course Outline
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Abstract/Overview
Too often a group will meet to negotiate an arrangement and fail to come to a reasonable position-entrenched positions will stop useful negotiation and poor use of interpersonal skills leads to "stand off" positions and win-lose type situations. Aggressive behaviour wins out and the result is not implemented. Win-lose can lead to a future of even less useful meetings. This two-day course offers the opportunity to learn to negotiate to a position of success.
Audience - Who Should Attend?
Sales and managerial staff, and anyone whose role involves them having to reach agreements rather than simply ordering people to do things for them.
Prerequisite
None
Objective
At the end of the course, participants will:
- Understand the definition and aspects of negotiation, including influencing, bargaining and the six stages of negotiation.
- Understand preparation techniques, including identifying key issues, BATNA and information gathering.
- Learn strategies for active listening and recording observations.
- Be able to negotiate for resolutions and reach consensus.
Content
What is Negotiation?
- What is Negotiation?
- Influencing -Bargaining
- What Makes a Good Negotiator?
- Six Stages of Negotiation
Stage 1: Preparation
- Identify the Key Issues
- Outcomes
- Negotiation Range
- Best Alternative to Negotiated Agreement
- Final Exit Point
- Negotiating Authority
- Communications
- NLP Communication Indicators
- Language - Recovering Choices
- Gathering Information
- General and Specifics
Stage 2: Discussions
- Active Listening
- How can we Improve our Listening?
- Active Listening Steps
- Active Listening Techniques
- How to Improve your Listening Skills?
- Avoiding Commitment
- Establishing Rapport
- Identifying Language Patterns
- Filters
- Observing and Recording
- Observing
- Recording
- Tools for Observing and Recording
Stage 3: Regroup
- Meeting Evaluation
- Sources of Evaluation
- Self-Evaluation by the Negotiator
- Evaluation by a Trained Observer
- Evaluation by Participants
- Evaluation after the Meeting
- Benefits of Evaluation
- Value Added
- Power
Stage 4: Negotiate for Resolution
- The Big Picture First
- Concessions
- Compromise
Stage 5: Reach Consensus
- Restate Final Conclusions
- Check on Authority to Sign
- Check Individually with Each Person
Stage 6: Close
Course Schedule
There are no classes scheduled for this course. We apologize for any inconvenience, please check again later.
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