Who Should Attend
Those responsible for negotiating the best possible terms of an agreement for their organization.
Objectives
By the end of the program, Participants will be able to:
• Know when—and when not—to negotiate
• Develop an effective plan and strategy for any negotiation
• Know what behavior to adapt at each stage of the negotiation
• Adjust your communication style to achieve desired results
• Successfully apply the principles of persuasion to any negotiation situation
• Effective negotiate face-to-face, on the phone or through e-mail and other media
Program Profile
What is Negotiation?
• The basic concepts of negotiation
• What is negotiable in typical business situations
• Identify approaches to negotiation
Negotiation Stages
• Identify the six stages of negotiation
• Use appropriate behaviors in each of the stages
• Define the influences on the negotiation process
Planning Your Negotiation
•Plan a negotiation
• Determine a settlement range
• Apply the planning framework in practice negotiation
Persuasion
• Apply the persuasion process
• Use the frame/reframe process to understand the other party
• Examine possible approaches to use when there is confrontation
• Use listening skills in the negotiation process
Communication
• Explain the four dimensions of DISC and the style tendencies of each
• Describe the characteristics of dual styles and their impact on negotiations
• Describe how to adapt style to maximize the results of negotiations
• Identify why negotiations become derailed and how to avoid negotiation traps
Crafting a Strategy for Your Negotiation
• Plan a strategy to apply your negotiations
• Describe the process of identifying a problem or issue for negotiation
• Identify steps and techniques for choosing appropriate communication methods
• Create and apply a strategy for a business negotiation simulation Action Plan
• Apply what you’ve learned to plan a negotiation for back on the job