Negotiation Skills

Introduction

How do you know when you have got the best deal? Or a fair price? Skilled negotiators know the answers to both of these questions. In this negotiation-training program, participants will learn how to determine whether they will win or lose even before a negotiation starts; how to prepare and adopt appropriate behavioral styles to effectively communicate your viewpoint and the essential steps of a skilled negotiation.

Program Objectives

After the conclusion of this program, a participant should be able to:

Identify possible negotiation outcomes.

Understand and identify different behavioral styles and adapt as required.

Apply techniques for successful negotiation.

Demonstrate the use of successful concession making.

Develop an action plan to improve your negotiation skills.

Contents

Negotiating: An Orientation

Obtaining Substantial Results

Sources of power and power of Balance

Promoting a Constructive Climate

Obtaining Procedural Flexibility

Negotiating Behavior

Working with alternatives

Possible ways of dealing with fighting behavior

Four Negotiating Styles

Power of Persuasion

Common mistakes in Negotiating

Examples of different use of Tactics

(Cooperation vs. Negotiation vs. Fighting)

Leveraging the power of BATNA

Outcome

Develop effective negotiating skills to achieve positive outcomes in a variety of situations.

Apply best practice models to develop an effective negotiating style.

Respond to diverse personalities, communication styles and bargaining power.

Incorporate a process approach into your negotiation skill set.

Navigate real-world pressures and challenges to achieve success.

Leverage your strengths and experiences to deliver productive outcomes.

Duration

Two entire days (6 hours per day).

Methodology

The program will use a mixed package of methods including structured and unstructured sessions of lectures, exercises, games, case studies, audio – visuals, films, in– basket exercises, etc.

Target Groups

The program will be useful for all levels but will especially help the senior and the middle levels. In the interest of the effectiveness of the program, the number of participants may not exceed 20.

Faculty

You would be provided widely experienced faculty having combination of industry and academic world. Partial list of our associates is here.

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