INTRODUCTION
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 program gives you a step-by-step guide to effective negotiation. You must identify the problem, understand it from the other’s perspective, generate alternative solutions and select a solution that benefits both sides. All parties need each other to achieve their goals. Negotiation focuses on solving the problem and closing the gap between what both parties want.
LEARNING OUTCOMES
The program will help participants:
- Know when—and when not—to negotiate
- Develop an effective plan and strategy for any negotiation
- Know what behavior 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
PROGRAM OBJECTIVES
What is Negotiation?
- The basic concepts of negotiation
- What is negotiable in typical business situations
- Identify approaches to negotiation
- Those responsible for negotiating the best possible terms of an agreement for their organization.
Negotiation Stages
- Use appropriate behaviors in each of the stages
- Define the influences on the negotiation process
Planning Your Negotiation
- Plan a negotiation
- Determine a settlement range
- Apply the planning framework in practice negotiation•
Persuasion
- Apply the persuasion process
- Use the frame/reframe process to understand the other party
- Examine possible approaches to use when there is a confrontation
- Use listening skills in the negotiation process
Communication
- Explain the four dimensions of DISC and the style tendencies of each
- Describe the characteristics of dual styles and their impact on negotiations
- Describe how to adapt style to maximize the results of negotiations
- Identify why negotiations become derailed and how to avoid negotiation traps
Crafting a Strategy for Your Negotiation
- Plan a strategy to apply your negotiations
- Describe the process of identifying a problem or issue for negotiation
- Identify steps and techniques for choosing appropriate communication methods
- Create and apply a strategy for a business negotiation simulation
Action Plan
- Apply what you’ve learned to plan a negotiation for back on the job
WHO MUST ATTEND
Those responsible for negotiating the best possible terms of an agreement for their organization.
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