The Art of Negotiation Training

The Art of Negotiation Training

Objective /Benefits


This workshop is to equip Leaders with all the right “tools” to develop and hone their negotiation skills. The objectives of the workshop are:

  • Increase their mastery of a set of skills which would make their negotiations more effective.

  • By experimenting with various negotiation techniques will help participants identify the most suitable one for them.

  • Recognize their strengths & weaknesses ie. self-awareness to help them develop strategies to increase their negotiation effectiveness.

  • Learning to assess the style of negotiation counterpart and how to manage it

Learning Outcomes

Upon completing The Art of Negotiation, participants should be able to:

  • Learn and understand what is Negotiation

  • Master a set of negotiation skills which include planning, questioning, listening, using effective non-verbal communications,  brainstorming and evaluating needs

  • Learn the 5-step process of Analysis, Preparation, Communication, Proposal & Commitment

  • Using various tactics/techniques and tools, learn to assess the negotiation counterpart, to manage barriers and attend to ethical issues

  • Recognize their strengths & weaknesses so as to help them develop strategies to increase their negotiation effectiveness.

Assessment Criteria

We use Harrisons Assessment Tools as a tool to Engage, Retain and Develop 

Methodology

We apply an experiential approach to enable participants “learn by doing”.  
The methodology focuses on:

  • Review and analysis of Pre-Program On-line Harrisons Assessment tools

  • Case studies

  • Individual and group exercises

  • Skills practices

  • Roleplays

  • Giving & receiving feedback & feedforward

  • Energizers

  • Coaching Tools for introduction, sharing ideas & reflection

  • Interactive coaching by Facilitators/Coaches 

 


Program Outline

Day 1

  • Participants Introductions

Prepare participants to help each other learn. 

  • Types of Negotiations

Understand what negotiation is and the types of negotiation that individuals use for specific negotiation outcomes. 

  • Negotiation Self-Assessment

Identify each participant’s highest impact learning 

  • Core Principles of Negotiation

Understand the primary principles of negotiations and the ways that others influence us   

  •    Steps to Negotiation

        
Day 2     

  • Investigating Interests

Understand the importance of finding common ground during negotiation.

  • Building Trust and Relationships

Ask powerful questions, listen and analyze others’ points of views to build good relationships during negotiation. 

  • Negotiation Tactics

Identify and demonstrate understanding of common negotiation tactics and how to recognize their use

  • Barriers to Negotiation

Demonstrate understanding of various obstacles to negotiation situations and how to deal with them                                                                         

  • Negotiation Success Factors

Apply effective measures and criteria to a negotiation success plan 

  • Close

Reference Learning Points.