Details
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. Whilst the skills learnt in this course are directly applicable to those 'boardroom scenes' participants in this negotiation course will learn to negotiate more effectively in common scenarios such as:
- With contractors on both work performance and rates
- As a buyer and seller of a good or service in a commercial setting
- Renegotiate work conditions/salary
- Negotiate with co-workers and managers in common workplace scenarios
By the end of this course you will be able to:
- Understand the basic types of negotiations.
- Learn the phases of negotiations & gain the skills necessary for successfully negotiating.
- Understand & apply basic negotiating concepts (WATNA, BATNA, WAP & ZOPA).
- Learn how to lay the groundwork for negotiation.
- Identify what information to share & what information to keep to your self.
- Master basic bargaining techniques.
- Apply strategies for identifying mutual gain.
- Understand how to reach a consensus & set the terms of agreement.
Outline
MODULE 1: THE ART OF NEGOTIATION
• Negotiation as a Basic Life Skill
• Self-Assessment of Negotiation Practices
• An overview of the Negotiation Process: The Four Phases
MODULE 2: PLANNING FOR NEGOTIATIONS
• Getting the Facts
• Setting Negotiating Objectives
• Team Exercises
• Defining the Settlement Range
MODULE 3: AT THE BARGAINING TABLE
• Firing the Opening Gun
• Returning the Serve
• Listening Skills and Body Language
• Extracting and Granting Concessions
• Testing and Maintaining Credibility
• Analysis of Role-Play Results
MODULE 4: USING POWER AND APPLYING PRESSURE
• Sources of Power and Leverage
• Using Power Tactics
• Resisting Intimidation and Pressure
• Fighting Dirty Tactics
MODULE 5: REACHING AGREEMENT
• Co-operative Modes of Negotiation
• Analysis of Role-Play Results
• Breaking an Impasse
• Coping with Deadlock
• Fallback Solutions
MODULE 6: THE WINNING NEGOTIATOR
• Special Situations: Team, Telephone and Foreign
• Negotiations
• Assessing Your Negotiation Situation
• Developing a Negotiation Improvement Plan
Orient Management Consulting & Training (Orient MCT) Is a leading Abu Dhabi based training and consulting organization with a unique and unconventional approach in developing high performance teams through customized workshops and world-class training programs. Our clientele includes leading financial services, energy, aviation, health-care, construction & government entities. Our Accreditations include PMI, HAAD, NEBOSH, IOSH, AACEI, USGBC, HABC, CIEH and many more.
Our training division specializes in the following …
- Leadership and Change Management Programs
- Negotiation with Hardware and Software vendors along with Body Language
- Commercial Sales Improvement focusing on Competitive Differentiation
- Projects & Quality Management (PMP, PSP, RMP, CCP, CSSGB, CMQ/OE, P6, Revit, AutoCAD ..)
- Information Technology, Governance, Security & Digital Forensics (CISA, CRISC, CGEIT, TOGAF, Business Analysis, CEH, CSIR, CISSP, CHFI, CISM, ISTQB, ISO27001, ITIL, ISO27001 … )
- Health, Safety & Environment (NEBOSH, IOSH, HABC, Food Safety, HACCP, First-Aid, Bespoke courses )
- Finance, Audit and Accounting (CFA, CMA, CPA, CIA, CISA … )
- Human Resources & Administration ( ...
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