EFFECTIVE NEGOTIATION SKILLS TRAINING

Description


Effective Negotiation Skills is required everyday when communicating within any business or organization. You negotiate constantly – with colleagues, employees, clients and business partners. EFFECTIVE NEGOTIATION SKILLS TRAINING helps you become a better negotiator.

Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute.

In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organisation they represent). However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome.

Negotiations occur frequently within the workplace and may occur between coworkers, departments or between an employee and employer. Professionals may negotiate contract terms, project timelines, compensation and more. Negotiations are both common and important, so it’s helpful to understand the types of negotiations you might encounter as well as how to improve your negotiation skills.

Effective Negotiation Skills training course addresses all three requirements by providing practical negotiation techniques applicable in various situations. While gaining proficiency in negotiation requires practice, this course will provide you with tips for competent pre-negotiation planning. It will also allow you to work in pairs or small teams to prepare for situations that require negotiation.

In this Negotiation Skills training course you will learn theories and obtain the opportunity to apply them to different scenarios.

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Course Objective


Learning Objectives:

  • Explain the basic types of negotiations
  • Learn the phases of negotiations & gain the skills necessary forsuccessfully negotiating
  • Apply basic negotiating concepts (WATNA, BATNA, WAP & ZOPA)
  • Lay the groundwork for negotiation
  • Identify what information to share & what information to keep toyour self
  • Master basic bargaining techniques
  • Apply strategies for identifying mutual gain
  • Demonstrate how to reach a consensus & set the terms ofagreement
  • Deal with personal attacks & other difficult issues
  • Apply the negotiating process to solve everyday problems
  • Negotiate on behalf of someone else

 


Modules


Lesson 1 - The Who, When And How Of Negotiation
  • What we mean by negotiation
  • Negotiation Styles
  • Dominant Negotiating Strategies
  • Your Personal Style
  • Reflection
Lesson 2 - Preparing To Negotiate
  • Know your BATNA
  • The Zone of Possible Agreement (ZOPA)
  • The Importance of Authority
  • Reflection
Lesson 3 - Becoming A Principled Negotiator
  • Introductions
  • Separate people from the problem
  • Interests vs Positions
  • Mutual Gain – growing the pie
  • Objective criteria
  • Reflection
Lesson 4 - Bargaining and Closing
  • Distributive and Integrative Bargaining
  • Negotiation Tactics
  • Making Concessions
  • Agreement Finalization
  • Reflection
Lesson 5 - Challenges
  • Power in Negotiation
  • Integrity - The Ethics Test
  • Reflection
Lesson 6 - If We Can’t Meet Can We Still Negotiate?
  • Telephone Negotiation
  • Email Negotiation
  • Reflection
Lesson 7 - Reflections
  • Create an Action Plan
  • Accountability = Action

- Flexible length - sessions as short as 1-hour
- Cost effective - great group pricing
- Greatest impact in the shortest time
- Excellent Team Building Opportunity
- Certificate of Completion

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