Negotiation Skills Training - Course Outline
Duration: One Day - 9am - 4:30pm
Book: Enquire or make a course booking
TARGET AUDIENCE & PURPOSE
This course will benefit anyone who would like to improve their negotiation skills, either in the workplace or for life in general.
A basic knowledge of computers.
Although people often think of boardrooms, suits, and million dollar deals when they hear the word "negotiation," the truth is that we negotiate all the time – with our family, friends, colleagues and manager, as well as with our clients and suppliers. This course will give you an understanding of the phases of negotiation, tools to use during a negotiation, and ways to find win-win solutions.
In this module we define negotiation, consider the two basic types and the three phases of negotiation, as well as the skills you need to become an effective negotiator.
Like any challenging task, negotiation requires preparation. Before you begin a negotiation, you need to define what you hope to achieve, what you will settle for, and what you consider unacceptable. You also need to prepare yourself personally. In this module we look at how to establish your bargaining position and how to create a negotiating framework in order to reach the best possible outcome.
This is the first phase in a negotiation. In this module we consider how to state your position on the issues being addressed in a non-confrontational way. We also consider how to decide what to reveal and what to hold back as yoursuccess depends on knowing what to say, when to say it and when to be silent.
This is the heart of the negotiation process. This module explains what to expect when you begin to bargain and what to do if you run into an impasse. It also describes some common bargaining techniques used by experienced negotiators.
In this module we focus on interests (needs) over positions (wants) – a key strategy in working towards a win-win outcome.
The final phase of a negotiation is a time for reaching consensus and building an agreement. In this module we look at how to bring different ideas to a mutually agreed conclusionand how to formalise the idea that agreement has been reached.
Dealing with difficult issues
What do you do when you encounter someone who takes a less principled approach than you? You need to be prepared to deal with people who don't play fair. In this module we explore how to prepare for the possibility that someone will try to bend the rules.