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
Public Courses
Live online - learn by doing.
Our Live Online courses are conducted through a dedicated learning platform that enables us to provide instructor-led, hands-on training to develop real skills, in real time. Each participant logs into their own virtual environment setup specifically for the course. This is a fully interactive experience - just like in a classroom. No passive lectures. No videos to follow - real time hands-on practice with your instructor guiding you every step.
Instructor:
- provides real-time live hands-on instruction and demonstration,
- provides step-by-step practical activities for participants,
- can assist participants on their screen, if necessary,
- can share participant screens to enhance discussion.
Participants:
- receive hands-on instruction, step-by-step exercises and skill-builder activities,
- see the instructor screen while working on their own environment,
- can interact with the instructor and the group of participants,
- can ask questions at any time,
- join the course from any location with internet using a Course Invitation.
- no need for any software, just a computer with internet and a browser.
- no downloads on installs necessary on the participant computer.
Inclusions:
- E-Book Training Manual/activity booklet will be provided
- Certificate of Completion
- Post-course support to the level of the course
- Access to any training exercises used during the session
Session Times:
- Full Day Course: 9:00 am-4:30 pm
- Half Day Course: 9:00 am-12:30 pm or 1:30 pm-5:00 pm
Private Courses
Private sessions can be arranged through our Live Online platform for group training. Group training content and duration can also be tailored to your needs. To discuss your training requirements, contact our Course Scheduling team.
Classroom
Classroom sessions are delivered at a nominated location (Private courses only).
Requirements:
If training is being delivered on your site:
- A computer is required for each participant, configured with appropriate software (if necessary).
- If participants are using laptops, ensure power cords are provided for use during the session.
- The instructor will bring their own laptop - please provide power
- Screen/Projector for trainer to connect their laptop to. Please indicate the connection method - hdmi or wifi.
Inclusions:
- Training Manual/activity booklet
- Certificate of Completion
- Post-course support for queries relating to the course content.
Available Negotiation Skills courses
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