Training description
Negotiation Skills for Tough Situations: Tools and Techniques that Deliver Results LT0341E 
Target audience
- This course is valuable for anyone in need of effective negotiation skills, responsible for negotiating thebest possible terms of an agreement and working in a project environment.
Course objective
- Many interactions in a professional environment involve a series of negotiations whose outcome could be
- the difference between success and failure. In this course, you acquire the knowledge to develop
- sophisticated negotiating skills crucial to achieving desired results and building strong relationships. You
- gain experience in negotiation simulations and practice sessions which build a powerful negotiation toolkit.
- You Will Learn How To
- Conduct principled negotiations that result in wise agreements
- Incorporate a process approach into your negotiation skill set
- Formulate communication strategies based on various situations
- Develop a confident negotiating style to deflect "hardball" tactics
- Apply practical psychology principles to negotiate effectively
- Enhance your negotiation skills by applying good practices in a real-world setting
Requirements
Course content
- Defining the Negotiation Environment
- The impact of organisational culture
- The range of negotiation styles and practices
- Assessing negotiation feelings and attitudes
- Differentiating win/win from win/lose
- Defining the wise agreement
- Powering Up Principled Negotiation
- What is principled negotiation?
- Elements of principled negotiation
- The 5-step negotiation process model
- Payoffs of principled negotiation
- Standards for principled negotiation
- Baselining negotiation standards
- Building a wise agreement
- Efficient and ethical negotiation approaches
- Planning Wise Negotiation Outcomes
- The components of a negotiation plan
- Structuring positional analysis with the Johari Window
- Clarifying potential outcomes
- Leveraging the power of BATNA
- Tailoring your situational approach
- Forming a negotiation preparation plan
- Successful negotiation planning
- Balancing plan components
- Crafting a negotiation plan
- Testing plan feasibility
- Future proofing your plan
- Setting the stage for successful negotiation
- Logistics for successful outcomes
- Anticipating logistical power plays
- Building psychological readiness
- Physical fitness for negotiation success
- Timely Starting and Closing Actions
- Conducting a principled negotiation
- Recognising hidden agendas
- Making the most of start and stop signals
- Knowing when to Agree, Bargain, Control or Delay (ABCD)
- Gaining collaboration and support
- Sustaining positive momentum
- Informal and formal negotiations
- Distinguishing watercooler vs. boardroom strategies
- Choosing when, and when not, to formalise
- Gauging the best way to close the deal
- Going Head-to-Head with "Hardball" Negotiators
- Common "hardball" styles
- Intimidation, games and tactics
- Moves of classic manipulators
- Challenging conventional wisdom on "hardball" effectiveness
- Principled responses to "hardball" tactics
- Negotiation tactics for effective outcomes
- Revealing unprincipled moves and motivations
- Countering the win/lose mind-set
- Managing emotional pressures
- The Psychology of Successful Negotiation
- Applying motivation best practices
- Assessing the communication profile of negotiating parties
- The impact of beliefs and values
- Creating and adjusting plans based on SWOT analysis
- Identifying Emotional Intelligence (E.I.)
- Multiple Intelligence (M.I.) and communication filters
- Analysing communication strengths and challenges
- Listening actively for effective negotiation
- Developing rapport
- Drafting an iterative negotiating plan
- Mapping E.I. and M.I. to improve communication
- Recognising and valuing diversity in others
- Applying Your Skills in an Authentic Environment
- Developing agile strategies
- Moving from one-to-one to interteam negotiations
- Deploying an iterative process
- Conducting resource matrix problem solving
- Best practices of principled negotiation
- Arriving at wise agreements
- Creating efficacy in the negotiation process
- Delivering ongoing value through positive relationships and reduced stress
Notes
- Through intense, practical scenarios, you acquire a robust set of negotiation skills and gain experience in:
- Practising real-world negotiation scenarios
- Role-playing "hardball" techniques to develop principled responses
- Performing positional analysis with SWOT and Johari Window
- Identifying hidden agendas and taking action
- Timing the start and close of negotiations
- Effectively handling moves and turns
- Applying E.I. and M.I. knowledge for powerful outcomes
- Transferring lessons learned to real-world negotiations
Duration
3 Days
