Negotiation Skills Training Course
Enhances the organizations ability to derive the best deal available and ensure that the interest of the organization is upheld at all times.
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2-DAY WORKSHOP
NEGOTIATION SKILLS TRAINING COURSE
This Negotiation Skills Training course is designed to enable participants to effectively transfer what has been covered in class into the workplace. This requires a high level of clarity of concepts related to negotiation that leads to confidence in applying the concepts during negotiation. The Negotiation Skills Training course is developed with this in mind to achieve the expected training objectives.
To ensure that participants truly understand and can apply what they have learnt in the session, negotiation role plays based on a and mini case study-based will be adopted. This will facilitate the participants ability to practice key concepts covered in the course.
This course is based on a two-day intensive face-to-face workshop session in which the participants will be exposed to key concepts relating to best practices in planning and engaging in negotiation. The overall flow of the session will be based on the DEALS model of negotiation.
The negotiation approach adopted will be based on what is most appropriate for the business environment within which the negotiation is undertaken. The approach could be on based on developing long term partnership or one that is based on haggling for the best deal.
Terminal Objective
The terminal objective of this Negotiation Skills session is to provide a comprehensive overview on negotiation concepts as well as provide a sound understanding of how negotiation should be undertaken in practice to get the best results.
Key course outcomes
From the proposed training program, it is expected that the participants will be able to : -
- Determine the most appropriate negotiation approach.
- Deal with contradictions and objections within negotiations.
- Strive for negotiation solutions that are advantageous for everyone.
- Recognize the core elements of successful negotiation and bargaining.
- Apply principles of influence in a negotiation situation using different negotiation strategies.
- Develop effective proposals and bargain structures.
- Recognize and use the best alternative to a negotiated agreement.
LEARNING OBJECTIVES
At the end of the program the participants will be able to do the following based on the appropriate approach for conducting negotiation that is required.
Recognise common negotiation mistakes.
Discover requirements from key stakeholders
Establish key areas of focus and priorities before and during negotiations.
Deal with contradictions and objections through clarifications during negotiations.
Manage negotiations as it unfolds.
Summarise and seal the deal at the end of the negotiation.
PROGRAM METHODOLOGIES
Experience Sharing
Participants will be encouraged to share their experiences in negotiations before and during the class. This will provide ample opportunity for the facilitator to focus on specific areas they need to improve their negotiating competency.
Mini Lecture
Brief overview of the conceptual underpinning as well as core principles associated with negotiation will be conveyed using relevant examples by the course facilitator through a mini lecture.
Question and Answer Sessions
Participants will be encouraged to ask questions and share experiences so that a common understanding of key concepts and principles to emerge as the session progresses.
Group Based Discussions
A group-based discussion approach will involve the participants to be broken into groups. Each group will be asked to prepare for a mock negotiation based on a case study that will be provided. They will then be required to practice negotiation based on what has been through a practical demonstration. The class and the facilitator will then provide feedback to enable deeper insights on how they should have participated in the mock negotiation session.
Mini Case Study
A mini case study approach will involve a case study being given to the participants and the participants will be required to analyze the case in the context of how to negotiate to get the best deal.
FEATURED CLIENTS
NEGOTIATION SKILLS COURSE SYLLABUS & OUTLINE
- Negotiation Framework Overview (6 Contact Hours)
- Negotiation Phases based on DEALS
- Five Factor Test
- People and process issues
- Preparing for negotiations
- Identifying interest, issues and positions - Key considerations in developing Negotiation Strategy (6 Contact Hours)
- Best Alternatives to a Negotiated Agreement
- Identifying Zone of Possible Agreement
- Possibilities Plotter - Role Play in negotiation (4 Contact Hours)
- Roles in Negotiation
- Presenting and accepting proposals
- Bargaining Process
- Sealing the deal
