This is a program which is useful for all, however, most useful for individuals who are dealing with customers, vendors or setting up any kind of alliances for the organization.
Duration
5 Days
Programme Overview
Negotiating is an art form. To get what you want, you need to be aware of the other side’s objectives, seeking a mutually beneficial result. You must be able to decide on a goal, plan carefully, and apply key skills and tools to reach a successful outcome.
In this course, you will learn the essential strategies and techniques needed to guide negotiations from opening discussions through to a positive result. With discussion and hands-on training, you will leave with practical solutions to negotiating effectively.
This course focuses on both improving the efficiency and effectiveness of all project-related communications, from initial planning through closure. It also examines best practices for identifying and engaging stakeholders, a critical component for a successful project.
Objectives
Understand their strengths & weaknesses and how to reduce their weaknesses and improve their
strengths
Recognize a good & bad negotiation and be able to thoroughly explain why it was good or bad
Prepare for every negotiation using a structured approach
Identify which stage of the negotiation they are in, at any time during a negotiation
Have improved confidence when negotiating
Use a variety of tools to reduce deadlock, solve problems, and get their points across more
effectively
Methodology
This methodology of this course is very hands-on, role play-based and hinges on the identification of the need done by the Trainer wherein the tools that would be used in the workshop would be used in the real situations.
Course Outline
Module 1: Negotiations Introduced
Understanding Negotiations from Industry and specific role perspective
Understanding the Three Phases of Negotiation
Strengthening Negotiation Skills
Module 2: Negotiation Skill Basics
The nature of negotiations – Opportunities and dangers
Critical components underlying the negotiation process
Understanding what drives the other party – VAK Patterns
Success and failures in negotiations – Win-Win Mode
Module 3: Practical Negotiation Framework
Seven elements to successful principled negotiations
Negotiating with confidence using NLP Anchoring Process
Tools for strengthening negotiating positions
Guidelines for negotiating in different situations
Module 4: Handling Relationship Issues In Negotiations
Building good working negotiation relationships
Elements of dealing well with differences
Reciprocity as a relationship-building strategy
Putting Rapport Building (NLP) to Work to Your Advantage
Module 5: Negotiation Paradigms
Recognizing different systems of negotiations
Hard positional bargaining
Choosing a system: pros and cons of different systems
Principled negotiation dynamics
Module 6: Tactics For Handling Difficult Negotiators
Handling difficult negotiators and situations
Neutralizing hardball tactics
Changing the game: Keeping difficult negotiators at bay
Silence as a negotiation tool with NLP techniques?
Module 7: The Power Of Preparation
Why the preparations are so important?
Why negotiators are often unprepared?
A systematic approach to preparation
The 7 elements approach to preparation
Module 8: The Art of Negotiating
Getting ready to negotiate
Using and countering major strategies
Reading using non-verbal communication – Eye Patterns
Getting what you need
Using questions and listening skills to control negotiations
Evaluating negotiating and improve skills
Controlling negotiation climate using NLP Techniques
