Negotiation Skills - The Fundamentals

Negotiation Skills

Negotiation Skills - The Fundamentals

  Duration:1 day
  Effort:3 - 5 hours
  Category:Management & Leadership
  Level:Mid-Career
  Language:English
  Institution:iEdge Consulting Ltd
  Price:$199 Special Offer US$99

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Description

Although people often think of boardrooms, suits, and million dollar deals when they hear the word negotiation, the truth is that we negotiate all the time. Through this workshop participants will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.

The Negotiation Skills workshop will give your participants a sense of understanding their opponent and have the confidence to not settle for less than they feel is fair. Your participants will learn that an atmosphere of respect is essential, as uneven negations could lead to problems in the future.  
This course aims to teach the first basic understanding of negotiation. The terms and fundamentals of most negotiations are expressed here. Negotiation skills can deepen and vary as per various different cases.

Designed for

This course is designed for:

  • All staff levels, who want to understand the concepts around negotiating.
  • Those dealing with contracts, sales and consumer servicing roles.
     

Learning Objectives

In this course you will learn to:

  Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.

 Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA.

  Lay the groundwork for negotiation.

  Identify what information to share and what to keep to yourself.

  Understand basic bargaining techniques

  Apply strategies for identifying mutual gain.

  Understand how to reach consensus and set the terms of an agreement.

  Deal with personal attacks and other difficult issues.

  Use the negotiating process to solve everyday problems.

Getting Started

Just to make sure the experience is as smooth as possible we’d like to suggest a couple of things you may or will need to get on with the course:

  • While we are happy for anyone to enrol in the course, we suggest that you should be at least managing/leading a team (big or small) or preparing for a role that requires your leadership skills
  • Internet connection is a big must
  • Readiness to learn, remember this is about you and so you need to be ready to take time to yourself and motivate yourself
  • Maybe something to write some notes down or ideas, but don’t worry the course documents can be downloaded at the end of the course for you to review and use at any time
      Have fun!

The Journey

What’s in it for me: Learn about the GROW model and differences in Coaching and Monitoring and what it means to leading.

Case Study: 1              Review Questions:1           


What’s in it for me: What’s in it for me: Learn the key terms in Negotiation – what the terms, BATNA, WATNA, WAP, ZOPA actually mean and how they are important in the role of negotiation.

Case Study: 1              Review Questions:1           


What’s in it for me:  Get started with establishing the right place to kick off your negotiation and establishing the right ground and framework.

Case Study: 1              Review Questions:1           


What’s in it for me: Kick off with the right level of information sharing and know what t share and what cards to keep to yourself.

Case Study: 1              Review Questions:1           


What’s in it for me:  Learn about the Bargaining process, what to expect, techniques to try and to to break an impasse.

Case Study: 1              Review Questions:1           


What’s in it for me:  Mutual gain is the ideal win:win solution, however each party must still feel satisfied. Learn about creating a mutual gain situation, and understand what the opponent wants, you want and both parties can live with.

Case Study: 1              Review Questions:1           


What’s in it for me: Reaching a consensus at closing comes with building an agreement. This section discusses setting the terms of the agreement and how to reach the agreed consensus.

Case Study: 1              Review Questions:1           


What’s in it for me: Negotiations can get heated, with personal attacks and emotions in the way. Learn about managing these and dealing with such incidents and when it might be right to walk away.

Case Study: 1              Review Questions:1           


What’s in it for me: Adapting to small negotiations such as over the phone or by email, require a lessor process. Learn about these in this section and how to manage them.

Case Study: 1              Review Questions:1           


What’s in it for me: Learn about how to choose the right negotiation tea, and how to cover all bases. Dealing with Tougher questions and the next stage.

Case Study: 1              Review Questions:1           


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Last modified: Monday, 29 January 2018, 7:31 AM