Introduction

In today's highly competitive world, where more and more people have to argue their case for a share of increasingly scarce resources, the ability to negotiate effectively is an essential skill - whether you are a Manager, a Union Representative, a Buyer or a Seller, a Customer or a Supplier. The art of negotiation is to aim for a win-win outcome. This workshop covers the three phase model, establishing and using trading currencies, fall back options and your settlement range, signaling and proposing, gaining commitment and tactical team roles.

Objectives

By the end of the workshop delegates will have:

• Covered the three key stages in the negotiating process
• Explored the characteristics of effective negotiators & Negotiating Styles
• Understood when to bargain and when to negotiate
• Identified the key planning elements including determining trading currencies, setting tactical roles, setting objectives, setting your settlement range, setting backstops, and identifying common ground
• Understood and practiced when and how to use, proposing, signaling, "if – then" trading and gaining commitment
• Practiced a range of key communication skills specific to conducting effective negotiations
• Examined the key areas of establishing control and evaluation procedures to ensure compliance with the negotiated terms and conditions
• Gained an insight into the use of power plays
• Understood the importance of BATNA (Best Alternative To a Negotiated Agreement)

Duration

2 Full Days

Day 1 - Morning

• Introduction
• Importance and Definition of Negotiating
• The Three Stages of Negotiating: Planning - Negotiating - Review
• Profile of Effective Negotiators
• Adversarial vs. cooperative Negotiating Styles
• Planning & Setting Objectives for the Negotiation & Trading Currencies
• Preparation Checklist
• 10 Key Lessons for Negotiators
• Establishing Settlement Ranges and BATNA

Day 1 - Afternoon

• Use of Power and establishing Rapport
• Case Study - Software Company
• How to Deal with Differing Behavioural Styles
• Negotiating Tactics & Team Roles
• Signaling & Making the First Move

Day 2 - Morning

• Proposing
• Currency Trading
• The Closing Stages & Gaining Commitment
• Elements of the Review
• Common Reasons Negotiations Fail
• Negotiating Exercise

Day 2 - Afternoon

• Negotiating Ploys & Gambits
• Cross Cultural Impacts
• Dealing with Price
• Exercise
• Action Planner
• Review

Methodology

The workshop is highly participative. It is designed to have the delegates interact at all stages of the program. The delegates will be involved in discussion groups, skills practice sessions, formal presentations and they will be involved in analyzing and providing performance feedback during the skills practice sessions.

Who Should Attend?

The workshop is designed for all directors, senior executives, managers, professionals, entrepreneurs, and lawyers who need to learn some very advanced negotiation skills.