Powerful Negotiation Skills – Advanced

Introduction:

Negotiations are a fact of life. Anyone who attempts to persuade another person of anything is negotiating. Whether they realize it or not, you negotiate for everything.

Participants in this workshop will develop a greater understanding of what it takes to be a superior Negotiator by examining and applying the theories and practices developed by today’s leading minds in the fields of Business, Psychology and Sociology. The course highlights the major techniques of negotiation and communication to enhance the skills and improve the performance.

Course Objectives:      

Upon successful completion of the course, participants will be able to:

• Identify how to effectively plan a negotiation
• Identify and negotiate the best deal/outcome possible
• Develop the art of persuasion skills and techniques
• List the key skills and processes necessary for successful negotiations.
• Recognize the different approaches to the negotiating process
• Identify, develop and employ the interpersonal skills and techniques crucial to negotiating proactively.
• Work on individual strengths and weaknesses to develop a personal style of negotiation that is powerful, sincere and effective.
• Develop flexibility in your negotiation style
• Identify and practice individual/group behaviors that are helpful in negotiations.
• Develop successful negotiating strategies
• Use of negotiation skills in both one-to-one and team-to-team negotiations
• Discover the best approach to resolving conflict and building trust
• Compare and contrast between the integrative and the distributive types of negotiations
• Evaluate and assess the soft, hard and principled styles in negotiation

Course Content:

Introduction to Negotiation

• Characteristics of a confident negotiator
• How to handle conflicts in negotiations
• Steps do you need to go through when negotiating
• The difference between negotiation and persuasion

The Negotiation Process

• Phase One — Exchanging information
• Phase Two — Bargaining
• Phase Three — Closing

Negotiating Styles

• The Key Skills of Top Negotiators
• The Five Outcomes of Negotiation
• Negotiation and personality styles
• Characteristics of an effective negotiator
• Rights, Power, And Interest in Your Negotiations
• Plan and prepare for conflict
• How to avoid miscommunication

Negotiation Strategy

• The Elements of a Negotiation Plan
• Identifying Key Objectives in Your Negotiations
• Performing Outcome Analysis
• The best negotiation strategy
• The negotiation preparation guide
• How to discuss negotiation variables
• Managing your Settlement Range
• BATNA “Best Alternative of a Negotiated Agreement”

Negotiation Tactics

• Planning To Succeed (Including Using a Negotiation Planner Matrix)
• Deadlock And How to Overcome It
• Some Tactics of Top Negotiators
• Choosing the most appropriate negotiation strategy
• Managing concessions when you give them or receive them
• How to break deadlocks
• How to settle a negotiation to get what you asked for
• Assess your bargaining power
• Developing common ground to resolve differences

Emotions and Psychology in Negotiations

• Handling negotiations emotionally
• Human emotional reaction
• Disagreement while maintaining the relationship
• Psychological tactics used in negotiations
• Handling an angry negotiator
• The Climate for Negotiations
• Handling Conflict Situations
• Dealing With Difficult People
• 6 Principles of Persuasion
• 3 Modes of Persuasion

Who Should Attend?

This course is designed for executives, managers, professionals, salespeople, entrepreneurs, customer service representatives

Training Methodology

The workshop is highly interactive and includes

• Group discussions
• Individual exercises and team activities
• Personal Assessments
• Games
• Role playing
• Case study
• Exercise & Experience sharing
• Video clips covering above topics

Competencies Covered

• Communication Skills
• Negotiation
• Influencing Others
• Drive to Result
• Trust building
• Objections management