RATIONALE
Job descriptions often list negotiation skills as a desirable asset for job applicants, but the ability to negotiate requires a collection of interpersonal and communication skills put together to bring a desired result. The circumstances of negotiation occur when two parties or groups of individuals disagree on the solution to a problem or the goal for a project, value of an item or contract. A successful negotiation requires the two parties to come together and work out an agreement that is acceptable to both.
In negotiations, individuals aim to achieve the best possible outcome for their position or perhaps the organisation they represent. However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful negotiation, achieving a “Win Win” scenario or outcome. Whether negotiating with suppliers or clients, trade unions or colleagues in other departments, negotiation skills are important in today’s complex and difficult environment. Therefore, this course will help its participants refine their personal skills and behaviours as negotiators and develop their negotiating strategies and approaches to complex negotiations.
LEARNING OBJECTIVES:
Personality Assessment Test: We conduct Personality Assessment Test on all our Course participants to help them understand their personality traits and dispositions.
At the end of the programme, participants in addition, should be able to:
- Understand the phases involved in all negotiations
- Recognise the key interpersonal skills needed at each phase of negotiation
- Prepare a negotiation strategy before each negotiation phase
- Master and deploy a range of effective negotiation tactics/styles, recognising strengths and weaknesses
- Manage and execute negotiations using personal communication skills to optimise outcomes for the organisation or yourself
- Determine how influencing and persuasive skills contribute to a productive negotiation
- Handle difficult people and conflict situations during negotiations
- Work more effectively as part of a negotiating team.
COURSE CONTENT
- The basics of Negotiation
- Framework of Negotiation
- Interpersonal Skills /Active Listening in Negotiation
- The art of bargaining in Negotiations
- Preparing a Negotiation Strategy
- Reaching a consensus in Negotiation
- Dealing with difficult people in Negotiation
- Negotiating outside the boardroom (via email, telephone)
- Negotiating on behalf of an individual/organisation
- Brinkmanship Strategy in Negotiations.
TARGET AUDIENCE
Managers, Sales Managers, Sales Teams, Procurement Teams, Internal Negotiators, Employees and Professionals in all roles and levels who are called upon to plan, manage or conduct negotiations of all kinds.