4.6 (850 reviews)
This course provides participants with the necessary techniques to plan, develop and understand the negotiation process. The art of successful negotiation is based on the careful exploration of opposing positions, and the development of wise and sustainable agreements to support positive 'win-win' outcomes.
Course Overview
Duration:
1 Day
Audience:
For team members involved in negotiating, who aim to achieve collaborative outcomes that meet the needs of all parties.
Benefits:
- Provide structure to increase confidence
- Provides strategies to create win/win outcomes for resentment avoidance in ongoing relationships
- Minimises friction between people in long term business relationships
Course Content
Learning Outcomes
- Understand the importance and benefits of negotiation
- Identify the phases and tasks in negotiating
- Effectively utilise tools and techniques to enable effective planning, delivery and review of negotiating situations.
- Improve productivity via developing an appropriate negotiating style.
- Use strategies to overcome negotiating barriers and pitfalls by understanding desired outcomes.
Establishing your Terms of Agreement
- Understanding negotiation objectives
- Identifying objectives
- Determining variables
- Understanding and establishing your requirements
- Establishing requirements
- Working with a negotiation team
The Phases and Skills of Negotiation
- Understanding needs
- Substantive Needs
- Procedural Needs
- Psychological/Relationship needs
- Phase 1 - Preparation
- Phase 2 - Interaction
- Phase 3 - Close
- Responding to Resistance
- Opening a Negotiation
Our Greatest Fears and their Implications
- Humiliation
- Fear of Failure
- Fear of Rejection
- Fear of lack of Power
Negotiating Styles
- Aggressive
- Co-operative
- Unfair tactics
Negotiating Strategies
- Focus on Interests, not Positions
- Be Concrete but Flexible
- Be Touch on the Problem, soft on People
- Developing Objective Criteria
- Fair Standards
- Fair Procedures
- Never Yield to Pressure
Negotiating Essentials
- Setting your negotiating goals
- Communicating during a negotiation
- Questions in a negotiation
- Know your hot buttons
- Figure you WAP and BATNA to a Negotiated Agreement
- Options for Mutual Gain
- Brainstorming
- Broaden your options
- Look through the eyes of different experts
Useful Negotiating Tactics
- Don't be a Victim
- Wait it out
- Establish Limits
- Share the problem
- Give a token
- Use a Third Party
- Play Hardball
- Getting People on Your Side
- Overcome obstacles
- Handling unethical tactics
Delivery Options
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Classroom sessions are delivered at a nominated location (Private courses only). Inclusions: |
Full Day Sessions: Half Day Sessions: |
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Live online sessions are instructor-led in a virtual environment, providing hands-on instruction and practical activities for participants. Participants can see the instructor screen and interact with the instructor and other participants. Instructor can assist participants on their screen if necessary. Participants can join a session from any location using the Course Invitation. There is no need for software just a computer with an internet connection and a browser. Public sessions are conducted through Live Online. Inclusions: |
Full Day Sessions: Half Day Sessions Times:
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Available Negotiation Skills courses
| Event | Event Date | Location | Individual Price | Register |
|---|---|---|---|---|
| Negotiation Skills | 12-02-2025 | Live Online | $660.00 | |
| Negotiation Skills | 11-04-2025 | Live Online | $660.00 | |
| Negotiation Skills | 09-06-2025 | Live Online | $660.00 |
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