Publisher: Systematix
Version: Communications
Length: 2 day s
Course-ID: SX513X

Objective

This course is designed to provide a framework of the skills necessary for the planning and implementation of successful negotiation

Skills Gained

  • Understanding the aims of the negotiation process
  • Assessing the implications of negotiation
  • Analysing and maximising personal negotiation styles
  • Building better teams through negotiation

Day 1
The Negotiation Process
  • Defining and planning objectives
  • Agreeing a negotiation strategy
  • Establishing your own BATNA (Best Alternative to a Negotiated Agreement)
  • Setting and meeting expectations
  • Ensuring beliefs and assumptions of both parties
  • Identifying areas of agreement
  • Identifying points of leverage
  • Identifying barriers
Day 2
Negotiation Techniques
  • Appreciating the need for flexibility and sensitivity
  • Deciding on the negotiation team
  • Methods and ways for handling and overcoming negotiation deadlocks
  • Improving success when negotiating in a “crisis situations”
  • Practical solutions to integrated bargaining
  • Formalising the negotiation agreement
  • Understanding negotiation power
  • Constructive, Obstructive, Jumping, and Personal power (DECKS)
Practical Session
Summary