Negotiating to Win
Gain the skills, insights and competencies required in all negotiations—in every industry—at every level.
Course Type: Live Online SeminarUSD900.00
Whether it’s allocating resources for a project, funding a new initiative or establishing a supply chain for a new product or service, negotiation is inevitably at the heart of the process. But few people understand the structure, techniques and approaches available to them as they seek to positively influence an outcome. This hands-on seminar gives you a step-by-step guide to effective negotiation. You must identify the problem, understand it from the other’s perspective, generate alternative solutions and select a solution that benefits both sides. All parties need each other to achieve their goals. Negotiation focuses on solving the problem and closing the gap between what both parties want.
How You Will Benefit
What You Will Cover
What is Negotiation?
- The basic concepts of negotiation
- What is negotiable in typical business situations
- Identify approaches to negotiation
Negotiation Stages
- Identify the six stages of negotiation
- Use appropriate behaviors in each of the stages
- Define the influences on the negotiation process
Planning Your Negotiation
- Plan a negotiation
- Determine a settlement range
- Apply the planning framework in practice negotiation
Persuasion
- Apply the persuasion process
- Use the frame/reframe process to understand the other party
- Examine possible approaches to use when there is confrontation
- Use listening skills in the negotiation process
Communication
- Explain the four dimensions of DISC and the style tendencies of each
- Describe the characteristics of dual styles and their impact on negotiations
- Describe how to adapt style to maximize the results of negotiations
- Identify why negotiations become derailed and how to avoid negotiation traps
Crafting a Strategy for Your Negotiation
- Plan a strategy to apply your negotiations
- Describe the process of identifying a problem or issue for negotiation
- Identify steps and techniques for choosing appropriate communication methods
- Create and apply a strategy for a business negotiation simulation
Action Plan
- Apply what you’ve learned to plan a negotiation for back on the job
Who Should Attend
Those responsible for negotiating the best possible terms of an agreement for their organization.
