Negotiating To Win
Course Overview
Gain the skills, insights and competencies required in all negotiations--in every industry...at every level.
Whether it's allocating resources for a project, funding a new initiative or establishing a supply chain for a new product or service, negotiation is inevitably at the heart of the process. But few people understand the structure, techniques and approaches available to them as they seek to positively influence an outcome. This hands-on course gives you a step-by-step guide to effective negotiation--from establishing a formal planning process to prioritizing issues. From mastering persuasion techniques to identifying the communication styles of effective negotiators. From breaking deadlocks to negotiating as part of a team. From recognizing and using leverage to adjusting your strategy to the media used in the negotiation.
How You Will Benefit:
- Know when—and when not—to negotiate
- Develop an effective plan and strategy for any negotiation
- Know what behaviour to adapt at each stage of the negotiation
- Adjust your communication style to achieve desired results
- Successfully apply the principles of persuasion to any negotiation situation
- Effectively negotiate face-to-face, on the phone or through e-mail and other media
- Recognize and counter the most common negotiating ploys
- Move from "no" to "maybe" to "yes"
What You Will Cover:
- The negotiation process
- Planning your negotiation
- Stages of negotiation
- Communication styles
- Persuasion
- Planning and negotiation strategy
- Negotiating with a team
- Typical negotiating ploys and tactics: Measures and countermeasures
- Bringing it all together
Course Outline
Learning Objectives
- Identify Situations That Are Actually Negotiations
- Decide When to Engage in a Negotiation and When to Ignore the Negotiation Option
- Plan the Content of Any Negotiation
- Recognize the Stages of Negotiation and Determine Appropriate Behaviour to Utilize in Each Stage
- Make a Business Decision before Determining the Negotiation Strategy
- Develop an Appropriate Strategy to Use during a Negotiation
- Identify the Communication Styles of Others
- Adjust Your Own Communication Styles to Achieve Desired Results
- Exhibit Knowledge of the Principles of Persuasion through Applying Them to a Negotiation Situation
- Plan a Negotiation Strategy for Traditional Face-to-Face Negotiations as Well as Those Negotiations Supplemented by the Use of Other Media
- Demonstrate an Understanding of Team Negotiation by Planning and Carrying Out an Effective Team Negotiation Case
- Display the Use of Ten Popular Ploys and Tactics Commonly Found during Negotiation and Explain How to Counter Them
- Understand the Role Culture Plays in Negotiation
Introduction to the Negotiation Process
- Determine When You Are in a Negotiable Situation
- Discriminate between the Two Types of Negotiations
- Explain the Business Importance of Taking a Win-Win Approach to Negotiation
- Identify the Primary Factors Required to Establish an Agreement
- Describe What Influences the Negotiation Process
Planning the Content of Your Negotiation
- Explain the Importance of Planning
- Determine Alternatives to a Settlement before Negotiating
- Use the Negotiation Planning Guide
- Identify Ranges of Acceptability
- Set Priorities on the Issues
- Negotiate Internally before Launching Your Prepared Negotiation
- Apply Planning Skills in a Case Study
Negotiation Stages
- Chart the Course of a Negotiation through Its Five Stages from Both the Content Point of View and the Process Point of View
- Determine Appropriate Behaviour to Use in Each Stage
- Design a Questioning Strategy to Assist You to Move among the Five Stages
- Identify the Causes of Resistance You May Face during the Negotiation Process and Design Ways of Handling It
Communication Styles
- Explain the Four Styles of Communication
- Determine Your Style of Communication
- Identify the Communication Styles of Others
- Adjust Your Style to Get Results You Want
- Recall Communication Guidelines for Effective Negotiators
Persuasion
- Apply the Structured Persuasion Model to Improve Your Ability to Convince Others of Your Point of View
- Combine Appropriate Logic and Emotion to Develop Support for Negotiable Positions
- Modify Your Approach to Persuasion Depending on the Other Side’s Communication Style (DISC)
Planning a Strategy for Negotiation
- Plan a Strategy to Apply during a Negotiation
- Consider Various Dynamics That Impact the Negotiation Process
- Structure Effective Concessions
- Know How to Break Deadlocks
- Identify and Use Your Leverage When Negotiating
- Adjust Your Strategy According to the Medium in Which the Negotiation Is Taking Place
Negotiating with a Team
- Identify Opportunities for Using Teams to Negotiate
- Explain How to Organize, Control, and Effectively Manage a Team
- Plan with a Team
- Use a Negotiating Team to Achieve Business Goals
- Participate on a Team
Negotiation Ploys and Tactics: Measures and Countermeasures
- Explain Ten Key Negotiating Tactics
- Provide a Countermeasure for Each Tactic
- Understand How to Identify the Tactic When It Is Used by Others
Bringing It All Together
- Incorporate the Negotiation Checklist from This Module to Work-Related Situations
- Apply the Theories of Negotiation to Your Personal Action Plan Using Work-Related Situations
Who Should Attend?
Executives, managers, salespeople and top-level deal makers who are responsible for negotiating the best possible terms of an agreement for their company. Note: This programme is not intended for labour union negotiators on either side.
Duration: 3 days
Dates
Locations
- Johannesburg
- Cape Town
- Durban
