Win Win Negotiation Skills

Audience

Middle and Senior Management

No prior knowledge is required – We presume that participants will have prior experience. However absolute beginners can greatly benefit from taking part in this course as well.

Program Overview

As the target group is middle and senior management, they are certain to have experience in negotiation. Our aim is to develop more complex approaches that will allow us to become more effective negotiators. This course will build on the knowledge that participants already have to develop them further as stronger and more experienced negotiators.

The win-win approach focuses on finding ways to help both sides feel successful, rather than just focusing on getting what we want. This methodology helps to form long-term relationships and partnerships – with clients, suppliers and within our own organization - and creates a positive basis for future negotiations. There is no point crushing the other party in a negotiation only to find that you need to work with this organization again. The result of such a scenario is that future business will be difficult to secure.

We want to enable senior management to use their own strengths and personal experiences, further develop their natural skills, and to use a framework that really works. You will learn to approach every negotiation with a plan and the knowledge and confidence that you will be able to achieve your goals. The course is very interactive and engaging and you will learn negotiation from some of the best business schools in the world.

Learning Outcomes:

Following the training course, participants will be able to:

• Conduct a factual negotiation and achieve a positive outcome.
• Contribute to planning negotiations, for example to leave room for compromise with the other party to achieve a favourable outcome.
• Set negotiating goals and BATNA.
• Understand emotional intelligence and non-verbal communication and its importance.
• Know when to negotiate and when to walk away.
• Learn techniques to become more persuasive.
• Seek to find common ground with your negotiation partner.
• Use empathy to see their point and how to resolve problems.
• Learn behaviors styles to help you gain an advantage.
• Know the difference between interests and issues.
• Be aware of dirty tricks and combat manipulative techniques.
• Minimize and resolve conflict.
• How to negotiate effectively with different personality styles and types.
• Learn the four steps in the negotiation process.
• Discover various bargaining techniques and strategies to create options for win win gain and move negotiations from bargaining to closing.

Upon completion, participants will know how to negotiate effectively and solidify business relationships going forward. 

Format of the Course

The course methodology involves structured discussion, brainstorming, analysis, problem-solving, role-plays and simulations, presentations and case studies.

Participants are actively involved at all stages.

Day One

Effective negotiations and negotiators:

- Defining negotiation and determining when to negotiate

- What makes a great negotiator?

- Video case studies

- The steps of preparation

Personality types:

- The benefits of knowing personality styles

-Understand each personality style

-Identify your own personality style

-Know how to work more effectively with each personality style while  

 negotiating

-Know which negotiation strategy to choose based on relationship and results

-Define positional bargaining

 -Know the differences between " Soft" and " Hard" negotiating

 -Understand principled negotiation

 -Know the four steps in the negotiation process

Types of negotiation:

- Buyer-seller

- Distribution

Preparing for negotiation:

- Hot buttons

- Dealing with emotion

- Identify fears and learn how to overcome them

- Understand what drives your negotiation partner

-Define your BATNA (best alternative to a negotiation agreement), WAP (walk away point) and ZOPA (zone of possible agreement)

-Prepare for your personal negotiation situation

Opening the negotiation:

- Creating a positive first impression

-The importance of common ground

- Likeability

- Influencing skills

- Negotiation ground rules

Day Two

Exchanging information and bargaining:

- How to exchange information

- What is your contingency plan?

- Bargaining techniques

Talking about conditions and compromising:

- Agreeing and disagreeing

- Identifying needs

- Accepting, giving and rejecting proposals

- Discussing and breaking deadlocks

- Types of conflict

- Managing the conflict

Negotiation strategies

- An introduction to positions

- How to manage emotions

- Bargaining and concessions

- Dealing with pressure

- Tricks and traps

Handling opposition

- Getting to yes

Closing the negotiation

- Move from bargaining to closing

Taking part in a practice negotiation:

- Preparing yourself, your team and your position

- Backup plans

- Strategies

- Reflections, feedback and action planning

Conflict resolution

- Sometimes overzealous negotiations can create internal friction in the workplace

- PUGSS conflict resolution techniques