EFFECTIVE NEGOTIATION SKILLS
WHY THE NEED TO NEGOTIATE?
If there is an art to business success , it is the art of negotiation.
It’s the art of making a deal, a matter of persuasion rather than a crude power play. It’s the art of making the other person your friend, rather than your enemy - no matter how tough a bargain you strike. Negotiation’s the art of choosing the right strategy for each situation; painting the right business picture; projecting the right personal image; doing the right research; offering the right inducement; applying the right pressure at the right time; asking the right questions; demanding the right extras.
True artists at negotiation are not born ? they can be made ? this program jump starts a participant firmly on the road to mastery. In today’s business climate, the importance of successful negotiation cannot be overstated. Mistakes made during negotiations today are far more serious than they were just a few years ago. The margin for error is gone.
Organisation negotiates everyday; equipping your team with practical negotiation skills gives them the edge as well as helps them build longer term results. Otherwise you will be losing out everyday.”
OBJECTIVES
In this tough - no nonsense seminar, participants learn and work with some of the most effective techniques used by today’s outstanding negotiators. It helps participants to
- Recognise their strengths and weaknesses and know where they stand as a negotiator.
- Understand The Four Phases process of Negotiation
- Plan to win. Develop an effective plan and strategy for any negotiation ?the how and what to prepare for a good ‘battling average’ at the encounter
- Choose the right time and the right tactic – using their strengths where and when it counts at the bargaining table
- Play for a win-win situation, “If you want to gather honey, don’t kick over the beehive” ~ Dale Carnegie
- Develop an on going improvement plan for future negotiations
The benefits of attending the programme
| Before training |
After training |
| Experiencing problems with people |
Can create a win win deal all the times |
| Lose some business |
Able to attract more business to you |
| Not able to handle some difficult people |
Have happy people working with you |
| Lose your customers |
Keep your existing customers |
| Lose some business or potential business |
Win proposals to your organisation |
PROGRAM OUTLINE
THE ART OF NEGOTIATION
- Negotiation as a Basic Life Skill
- Self-Assessment of Negotiation Practices
- An overview of the Negotiation Process: The Four Phases
PLANNING FOR NEGOTIATIONS
- Getting the Facts
- Setting Negotiating Objectives
- Team Exercises
- Defining the Settlement Range
AT THE BARGAINING TABLE
- Firing the Opening Gun
- Returning the Serve
- Listening Skills and Body Language
- Extracting and Granting Concessions
- Testing and Maintaining Credibility
- Analysis of Role-Play Results
USING POWER AND APPLYING PRESSURE
- Sources of Power and Leverage
- Using Power Tactics
- Resisting Intimidation and Pressure
- Fighting Dirty Tactics
REACHING AGREEMENT
- Co-operative Modes of Negotiation
- Analysis of Role-Play Results
- Breaking an Impasse
- Coping with Deadlock
- Fallback Solutions
THE WINNING NEGOTIATOR
- Special Situations : Team, Telephone and Foreign Negotiations
- Assessing Your Negotiation Situation
- Developing a Negotiation Improvement Plan
METHODOLOGY
This workshop makes use of individual self-assessments, team discussions, brief negotiation dilemmas, lectures and role-plays. Participants analyse their individual negotiating situations in depth and prepare sound, workable strategies for their next negotiating session.
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