Purpose
To show participants how to negotiate successfully in any situation – and to keep it friendly.
Objective
By the end of this training, participants will know how to i) negotiate positively and effectively ii) resolve conflict and achieve win-win outcomes.
Overview
All of us negotiate at least some of the time. This training is designed for everyone who wants to improve their personal negotiation skills and get the results they want – but in ways that leave everyone feeling right.
Negotiation helps people reach decisions jointly and in a civilised way. Successful negotiation is a process that yields an agreement – as part of collaborative decision-making – that each party will willingly fulfil. This training is about achieving these things.
The word negotiation in the business context generally conjures up the idea of something adversarial. Once in a while “adversarial” is how it has to be. But it’s not the template either for successful negotiation or for building long-term relationships. Anyone who wants a ready reminder of that should keep in mind the Latin stem of the word Negotiation. “To carry on business”. Good negotiation is about finding ways to make things happen; to keep the show on the road; to carry on business.
The training – typically a seminar followed by a 1:1 coaching session for each participant – includes many practical exercises and is built around the importance to all successful negotiation of these six components.
- Preparation Knowing the Subject, the Opposition, the Marketplace
- Boundaries Setting Negotiation Limits, Sticking to Them
- Listening Building Rapport, Gathering Data
- Clarity Understanding Delivery, the Power of Questions and Body Language
- Control Managing Emotions, Keeping your cool
- Closing Taking time, Summarising, Nailing down the deal
We also cover:
- The Ten Personality Traits of Top Negotiators
- The Games People Play – tactics you need to know (and use)
- Negotiating internationally
- Negotiating by email and
- Negotiating by telephone (one-to-one and by conference call)
