Monday 08 June 2020

• Duration: One Week
• City: London
• Fees: 3800 GBP

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”