This programme can run as an online or classroom training
(Available also for Customised Training by Duration, Venue & Fee)
Programme Description
A training programme whose contents have been developed around six “Key Negotiation Lessons,” namely:
• Avoiding unreasonable or arbitrary positions
• Avoiding letting prejudices show through
• Avoiding negotiating by demands and ultimatums
• Presenting arguments calmly, without personalizing
• Explaining positions logically and frankly
• Recognising legitimate concerns and needs of other side.
Broad Competencies Addressed
• Ability to assess one’s central negotiating style – collaborate, compromise, defeat, withdraw or accommodate.
• Ability to assess one’s true power in any negotiation process
• Ability to concede without losing out
• Ability to employ any of the several tactics negotiators use and manage when any of the tactics are being tried by other parties
• Ability to assess a true crisis situation and not a contrived one, so as to employ the right crisis negotiating tactics at the right time.
Course Contents
DAY ONE
• Laying the Groundwork
- Setting the Time and Place
- Establishing Common Ground
- Creating a Negotiation Framework
• The Negotiation Process
- Personal Preparation
- Rules for Commercial Negotiations
- Cost of Negotiated Solution
- Negotiating Concerns
- Interests, Needs and Alternatives in a Negotiation
- How to Improve Your Negotiating Results.
DAY TWO
• Basic Negotiation Styles:
- Win-lose
- Lose- lose
- Compromise
- Collaborate
• Timing for Negotiation Advantage
• The Five Types of Power in a Negotiation Process
• How to Break an Impasse
• Managing Your Ego
• Closing with Confirmation
DAY THREE
• Negotiating Positions
- Terms and Conditions
• Negotiating Interests
- Underlying motivations
• Negotiating Options
- Inventing an option is not a commitment
• Negotiating Standards
- Make the negotiation a joint search for independent standards
• People Issues
- Ease and tone of communication
• Negotiation Alternatives
- Choose your ZOPA
- Establish your BATNA
• Negotiation Tactics
- Glossary of Tactics
• Culture Sensitivity
- Negotiating with a typical European
- Negotiating with a typical American
- Negotiating with a typical African
- Negotiating with an typical Arab
