Location

Duration

Date

Fee inclusive of VAT

Course Overview

Whether we are dealing with internal or external stakeholders, suppliers or friends and family, unconsciously we negotiate almost daily. The positive result of that negotiation conversation is dependent on our perception of negotiation and our approach to obtain our goal

Course Objective

Understand the application of negotiation in all work place conversations such as inter-department, vendor, colleague, etc
Strengthen your persuasion abilities when you need to influence without authority
Equip you with negotiation techniques to strengthen your problem solving abilities
Value deadlocks and differences at work as opportunities for dialogue and joint solutioning
Realise your own personal negotiation style approach
Understand the impact of personality and communication style
Prepare for negotiation towards an open yet collaborative atmosphere
Identify the different approaches of persuasion ( Cialdini’s Influence principles )
Mastering the techniques to design a negotiation dialogue
Articulate common ground between two parties
Conclude better agreements through a principled-approach

Who Should Attend?

Supervisors
Executives
Emerging Managers
New Managers

Course Outline

Personality profiling to understand your personality

Negotiation profiling to understand your style

Anticipating mixed signals when negotiating with different personalities

Understanding non-verbal cues: tone, words and body language

Reframing to the context and relationship status

Value of principled-based versus position-based approach

Reviewing the Harvard negotiation model

Reasons for failed negotiations

Turning a deadlock into a dialogue

Understanding the fundamentals of WAP, ZoPA and GaCV

Concessions creation and management

Common tactics and counter measures

Training Methodology

Presentation & Slides
Audio Visual Aids
Interactive Discussion
Participatory Exercise
Action Learning
Class Activities
Case Studies
Workshops
Simulation

Terms & Conditions

ACTrain reserves the right to alter the Course Schedule without Prior Notification, Fees Quoted are Subject to Terms & Conditions Outlined in ACTrain's Registration Policy

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Management >> Personal Development Communication Skills

Effective Negotiation Skills

MC182