Negotiation is part of our daily lives. Every day we negotiate with customers, suppliers, co-workers, business associates and family members. Negotiation is a method by which people settle differences. It is, to put it simply, the process of trying to get what you want from another person. Too often, business negotiations are limited to a battle over price. While price is of course important, this single-mindedness limits the total value that the parties could benefit from in a partnership. In this negotiation training course, you will gain insight into the habits of good negotiators as you build your own skills. Through a series of group exercises, you will be able to learn and practice proven negotiation tactics, refine your personal negotiating style, and improve your ability to negotiate successfully and effectively in any situation.
Course Methodology
In this course, participants are exposed to a mixture of interactive and cooperative learning techniques such as lectures and presentations, interactive exercises, games, group activities and role plays.
Course Objectives
By the end of the course, participants will be able to:
Compare and contrast between the integrative and the distributive types of negotiations
Evaluate and assess the soft, hard and principled styles in negotiation
Identify and assess personality styles in negotiation
Distinguish between the four phases of negotiation
Examine and apply the different negotiating tactics
Discover the best approach to resolving conflict and building trust
Plan and conduct effective negotiations as part of a negotiating team
Target Audience
This course is designed for executives, managers, professionals, salespeople, entrepreneurs, customer service representatives, and anyone who wishes to enhance their negotiation skills and make negotiations a more enjoyable, rewarding and effective part of their job.
Target Competencies
Influencing others
Rapport building
Trust building
Building consensus and cooperation
Verbal and non-verbal communication
Conflict management
Course Outline
Introduction to basic negotiation skills
The many faces of negotiation
Why do we need to negotiate?
Negotiation philosophies
Distributive bargaining
Integrative bargaining
Integrative versus distributive bargaining
Negotiation outcomes
Negotiation behaviors
Soft and hard bargaining
Tit-for-tat bargaining
Principled negotiation
Persuasion versus negotiation
Negotiation and personality styles
Characteristics of a good negotiator
Negotiation styles
Analyzing personality styles using the DiSC profile
Why DiSC?
Characteristics of a D, i, S, and C
Communicating with a D, i, S, and C
Behavioral style summary
Essentials of negotiation
The four phases of negotiation
Plan/prepare
Discuss/debate
Propose/bargain
Close/deal/no deal
Negotiation check list, dos and don'ts
Choosing when to walk away
Best alternative to a negotiated agreement (BATNA)
Negotiation planning, preparing, and power
The seven pillars of negotiation wisdom
Interest
Options
Alternatives
Legitimacy
Communication
Commitments
Relationships
Assessing the source of negotiating power
Altering the balance of power
Negotiation strategies, tactics and trust building
Thirteen basic negotiation tactics
Negotiation mistakes to avoid
Dealing with difficult negotiators
Trust-building
Ranking the 10 trust-building behaviors in negotiations