Effective Negotiation Skills: Bargaining for Advantage (weekend Class)

Effective Negotiation Skills



In the majority of professional and personal situations, being a good negotiator gives you an instant advantage. Studies show that having good negotiation skills plays a vital role in your success, as well as your potential for advancement. The environment today requires strong negotiation skills to close business, expand relationships, defend pricing, etc. Internally, being a good negotiator helps you to deal with conflict, reach agreements, find solutions to tough problems, and achieve important goals for yourself, your department, and the organization. Securing agreements, be that between you and clients, suppliers, the management, or other outside connections is an everyday part of modern business culture. If you have negotiated well, the extra benefits fall to you, if you have not negotiated well, the extra benefits simply fall to the other party. Modern management skills rate the value of good negotiation skills as vital for managers to progress their careers as the skill will be called on frequently and its results are easily measured. Equally, if you are in sales or sales management, staff representative or managing a team, the skill of negotiation cannot be underestimated.

Summarized Course Outline

- Introduction and Overview of Influencing, Persuasion & Negotiation

  • Defining Influencing, Persuasion & Negotiation
  • The four elements of an effective negotiation: interests, Options, Criteria for Fairness, Commitment
  • Types of Negotiators

- The Principles of Influencing, Persuading & Negotiating

  • Guide to influencing (Video)
      • Challenging the views of others
      • Handling objections to your argument
      • Identifying common ground
  • Guide to Persuading  (Video)
      • Developing a line of reasoned argument
      • Using positive language
      • Planning your argument
      • Asserting yourself
  • Guide to Negotiation  (Role Play)
      • Defining what you want from the negotiation
      • Planning to Negotiate
      • The importance of “variables” in any negotiation
      • The importance of “power” in any negotiation
      • Negotiation styles and techniques
      • Moving to a “Win Win” solution – myth or reality
      • Tactics, tools and techniques of negotiation

 

- The Interpersonal Skills of influencing, Persuading & Negotiating (Quiz)

  • The power of words, tone of voice and non-verbal when Influencing, Persuading & Negotiating
  • Using Assertive Behaviour to ask for what you want
  • Making a compelling case for something you want
  • Managing resistance and conflict
  • The importance of questioning and listening in Influencing, Persuading & Negotiating
  • The importance of “Rapport”, “Connecting” “Self Presentation”  and “charisma” in Influencing, Persuading & Negotiating

 

- Understanding Others in the Context of Influencing, Persuading & Negotiating

- Identifying your Natural Negotiating Style (Case study, Self assessment questionnaire)

 

  • Recognizing your preference and others
  • Impact of different styles
  • When to apply different styles