Negotiation Skills

From 30.05.2019 09:00 until 31.05.2019 17:30

Course Delivery Options

In house and Public Program

Next public program session: 30 - 31 May 2019

Do contact us for a proposal for an in house session.

 

Description

Negotiation is becoming an increasingly important component of our interaction with people who are keen to work with us, and beyond the workplace. It helps communicate effectively, resolve conflicts, seek common ground, improve working relationships, reassess the actual situation at hand and enables parties to agree on terms of an agreement which creates value for all parties.

Negotiating for results enables participants to negotiate confidently both internally with colleagues as well as externally with interested parties who are associated with the organization. It enhances the organizations ability to derive the best deal available and ensure that the interest of the organization is upheld at all times. With proper training that is very practically orientated, you will emerge from the workshops convinced that you are better equipped to negotiate and can do so with confidence with one aim – to get results! This Negotiation Skills Training Course usually will be conducted in Kuala Lumpur, Malaysia

 

Course Objectives

    • Accelerate negotiation capabilities;
    • Determinethe most appropriate negotiation approach;
    • Deal with contradictions and objections within negotiations;
    • Strive for negotiation solutions that are advantageous for everyone;
    • Recognizethe core elements of successful negotiation and bargaining;
    • Apply principles of influence in a negotiation situation using different negotiation strategies;

 

Program Outline

Day 1

Time

Activity

9.00

Introduction and Overview

9.05

Pre Test for Negotiation Skills

9.15

Introduction to Negotiation and Core Elements of Negotiation

9.45

Overview on Distributive Bargaining

10.30

TEA BREAK

10.45

Negotiation Strategy

  • Negotiation Framework to make deals and resolve disputes
  • Different types of Negotiation/Decision Making Strategies
11.30

 Preparation for Negotiation

 Key stages in Preparing for Negotiation

  • Interest and positions identification
  • Outcome definition
  • Development of a negotiation preparation document
12.20

Practice session in development of negotiation preparation document

13.00

LUNCH

14.00

Communication process in negotiations

  • Constructive Communications
  • Destructive Communications

14.30

Personal Tendencies Evaluation

  • Avoiding Mental Errors
  • Reflections on personal experience
  • Emotional Intelligence

15.30

TEA BREAK

15.45

Practice session in constructive and destructive communications; discussion on personal experiences and behaviors in negotiation

16.30

Ways to win by Winning them over

  • Constructive conflict resolution
  • Power Differentials

17.30

Question and answer and wrap up for Day 1

 

Day 2

Time

Activity

9.00

Making effective proposals

9.15

Content and style of delivery of effective proposals

9.30

Practice session in developing effective proposals based on case study provided

10.30

TEA BREAK

10.45

Bargaining for an agreement

11.00

Bargaining Process Structure

  • Ways to adapt strategies as interest and goals of parties change

11.30

Practice session in bargaining for an agreement

13.00

LUNCH

14.00

Best Alternatives to a Negotiated Agreement

  • Best alternative to a negotiated agreement
  • Reservation price

14.30

Zone of Possible Agreement

  • Seeking zone of possible agreement
  • Range of possible outcomes

14.45

Video presentation of styles of negotiation

15.00

Barriers to Agreement

  • Cultural barriers/ethics/communications issue
  • Ethics and the negotiators dilemma

15.30

TEA BREAK

15.45

Applications Lab for the day based on case study developed for the client*

  • Negotiation Preparation and execution

17.00

Question and answer and wrap up

 

 

Approved Training Provider with HRDF (PSMB) KMI Authorized Training Partner NHRC Registered Consultant for SMEs Project Management Institute Registered Education Provider SCRUMStudy Authorised Training Partner VMEdu Authorised Training Partner
© 2007-2018 All rights reserved — Sharma Management International Sdn Bhd (767951-X), 16-4 Subang Business Center, Jalan USJ 9/5T, 47500 Selangor, Malaysia. Project Management Institute ("PMI"), Project Management Professional ("PMP"), and the PMI Registered Education Provider logo are registered trademarks of the Project Management Institute, Inc. All trademarks are owned by their respective owners. Learn more about our global network.
Like us on Facebook @sharmamgmt Follow us on Twitter @sharmamgtint Subscribe to our YouTube channel Follow us on LinkedIn