Introduction:
Negotiations are critically components for work and real life situations. This course will provide the learner a range of skills like communication, interpersonal skills that is required for negotiations. Learners will be able to conduct self-evaluation of their skills in conducting negotiations.
This course will teach the key steps of effective negotiations and learn different negotiation techniques and also identify them and counter-act them
Course Objectives:
- Understand the significance of planning and setting SMART objectives
- Understand the bargaining procedure
- Analyse the reasons for disagreements and disputes
- Understand the importance of active team members during negotiations
- Training on negotiation strategies during practical exercises
- Different kinds of tactics and plots used against you
- Understand the strategies for negotiation
- Understanding how to resolve disputes
Course Outlines:
Day 1
Fundamentals of Negotiation
- Methodology of negotiation and understanding the do’s and don’ts in negotiations
- Why/how disputes occur? And how to resolve them
- Negotiation break-down and its impact commercially
- Understanding the concept of (BATNA)- best alternative to a negotiated agreement
- 4 stages of negotiation – preparation, opening, bargaining and closure
Day 2
Negotiation Tools
- Understanding the need for information
- Learning to draft a proposal for discussion
- Discussion phase or “How to start a discussion?”
- Learning “how to bargain?” and “how to close?”
Day 3
Techniques of Negotiation and its Tactics/Plots
- Understanding the difference of cultural and international issues
- Concept of 3 types of negotiators – Red, purple and blue
- How to understand body language
- Importance of non-verbal communication
- “Time is Money”
- Analysing the tactics/plots and thus responding effectively
Day 4
How to Deal with Difficult Negotiations?
- Importance on active team negotiation
- Learning to propose and persuade
- Learning on how to act as a mediator in negotiation
- Understanding the concept of “Focusing on Interests rather than positions”
Day 5
Practical Applications
- Case studies on effective negotiations
- Analyse your performance
- Practical training and action planning
- Allocation of team and training to negotiate
- Review of the course and “Question and Answer session”