Negotiation Skills Training

PMI® Global Registered Education Provider (R.E.P.)



Microsoft® Partner

Negotiation Skills
Duration -TWO (2) DAYS

PROGRAM OVERVIEW
The TWO (2) DAYS PROGRAM on NEGOTIATION SKILLS BEST PRACTICES focuses on developing negotiating skills thereby enabling the participants become more confident, assertive, motivated, achieve better working relationships and obtain more win-win deals. The Program examines and evaluates the different styles of Negotiation available and then uses practical role plays to help the delegates understand how to use the skills needed to become expert negotiators. During the Two Days, Participants will use a variety of learning tools including case studies, role plays, real life scenarios and open learning.

PROGRAM OBJECTIVES

The TWO DAYS - Intensive Negotiation Skills Best Practices Program has its foundation in ongoing local / international research and experience in negotiation skills training. This program serves as an introduction to Best Practices in Negotiations & will meet the needs of individuals that have some negotiation experience, but do not consider themselves Experienced Negotiators. The primary objective of Negotiation Skills Best Practices Program is to enable the participants:

• Steer positional/tactical negotiations to a collaborative environment.
• Move from ‘Claiming Value’ to ‘Creating Value’
• Avoid Leaving Money/Value on the table.
• Convert Challenging Relationships into Rewarding Relationships.
• Understand their own personal negotiation style and the impact thereof.
• Learn Effective Team Management and development strategies.

PROGRAM OUTLINE
 
ICE BREAKER AND INTRODUCTION
• Pre-training Evaluation: Questionnaire to assist in determining each individual’s negotiation competencies & preferences.

NEGOTIATION NEEDS – BRAINS & BACKBONES
• Negotiation Basics: Principles & Personal Preferences
• Appreciating Difference between Selling, Negotiation & Bargaining

EFFECTIVE NEGOTIATION
• Planning for Negotiation: Setting the Right Environment
• Preparations for Negotiation: Setting the Right Context
• Power Play in Negotiation: Using & Countering Power during Negotiation Process

COMMUNICATION SKILLS FOR EFFECTIVE NEGOTIATION
• Verbal & Non- Verbal Communications

NEGOTIATION SKILLS
• Sources of Power
• Behavior Modeling

STRATEGIC NEGOTIATION MODEL
• Establishing a Negotiation Goal
• Creation of Negotiation Blueprints
• Negotiation Wish List Estimation
• Validating Estimation
• Creating VALUE based on Negotiation Blueprint
• Dividing VALUE using the Blueprint
• Applying the Strategic Negotiation Model

ACTION PLANNING AND VALEDICTION
• Post Training Evaluation

WHO WILL BENEFIT FROM THE PROGRAM
Directors, Senior Managers, Team Leaders, Managers, Department Heads, Supervisors, Consultants, Sales and Fundraising Staff, Local Government Employees, Technical and Academic Team members, Customer Service and Credit Control Staff.

PROGRAM BENEFITS
After attending the Program on Best Practices of Negotiation Skills, the participants would be able to:
• Understand the reasons why most negotiations fail.
• Identify possible negotiation outcomes.
• Understand and identify different behavioral styles and adapt as necessary.
• Be aware of and understand your own negotiation competencies and preferences enabling you to build on your strengths and mitigate your weaknesses.
• Be able to create a negotiation climate that is conducive to the achievement of your negotiation objectives.
• Identify the other party’s needs.
• Learn techniques that neutralize surprises or "ambushes" from the other side
• Apply techniques for successful negotiation by successfully answering case studies and participating in practice cases.
• Demonstrate the use of successful concession making.
• Learn the critical art of questioning and framing.
• Develop an action plan to improve negotiation skills.
• Learn what it takes to reinforce sustain a negotiating success once it's achieved

For any further information, Email us at info@knowledgewoods.in


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