The Effective Negotiation
Course Overview
Possibly the most important skill that any professional person should develop is the ability to Negotiate effectively with others. Negotiation is crucial in our daily life, we can surely argue that “the success of our business is profoundly based on negotiation”. And acquiring negotiation skills training can significantly enhance our effectiveness as negotiators.
Anticipating what others may say or ask gives the person the critical advantage at transacting any business and professional deal. Negotiation experts have said that life itself is just one continuous negotiation sequence. Whether you are at work involved in a variety of professional issues or at home indulged with personal issues, being skillful as a negotiator is essential to your success. Once a person obtain a better understanding of the various analysis techniques or tools available to use in the development of his or her negotiation range, he/she will be better prepared to develop a strategy for the upcoming negotiations!
This 2 – days negotiation skills training course will address some of the negotiation techniques and strategies in the modern business climate. It will allow delegates to reach a mutually satisfactory result on a matter of common concerns. Delegates will be able to examine how a mutually satisfactory result is vital, because even though the parties may have opposing interest they are dependent on each other. The delegates as a result will be equipped with practical negotiation skills that will be help them build long-terms results.
Goal of Course:
During the negotiation skills training program delegates will understand that the art of making a deal matter is through persuasion rather enforcement and the skills of making the other person your friend, rather than your enemy. They will be able to examine that Negotiation is the art of choosing the right strategy for each situation; painting the right business picture; projecting the right personal image; doing the right research; offering the right inducement; applying the right pressure at the right time; asking the right questions; demanding the right extras.
“Remember, in business you get what you negotiate, not necessarily what you deserve”
The negotiation skills training course is built around a number of negotiation simulations, with a strong emphasis placed on negotiation practice. It is highly interactive with the role-plays recorded on video and then reviewed by the facilitators and all delegates. Supplier/Customer negotiations are included as skill levels develop.
Duration:
2 days
Language:
English/ Arabic
Training Objectives
- Increase their confidence and competence in negotiations by being conscious of their actions.
- Understanding the high-value negotiation process
- Steps to Achieve WIN-WIN
- Identify the zone of possible agreement (ZOPA) in negotiations
- Explain the functions of the best alternative to a negotiated agreement (BATNA); recognize and use BATNA in negotiations
- Understand key questioning skills using SPIN-SPIV® formula from Neil Rackham and Huthwaite research
- Understand key motivation triggers and ask specific questions to uncover such triggers
- Deal with more complex negotiating situations professionally and profitably
- To deal with diverse personalities, communication styles, and bargaining power
- Describe the actions taken on different stages of negotiations; appreciate and explain the importance of pre-negotiation and post-negotiation phases
- List the roles and functions in negotiation teams; demonstrate the skills of organizing and managing negotiation teams
- Formulate and apply the instruments of negotiation strategy and tactics
- Distinguish positions from interests in negotiations; discover interests of the other side in negotiations; create interest maps
- Identify different negotiation scenarios
Module Outlines
Module 1: Introduction to negotiation
- Identifying strengths and development areas, of advanced negotiators
- Designing successful outcomes – attitude is everything
- Developing rapport through Verbal and Non-Verbal Communication
- Importance of body language
- Using the 3V’s of negotiation
- Psychology in negotiation
Module 2: Preparing for negotiation
- Questioning and listening skills, SPIN® and motivation triggers
- Roles for team negotiating
- Planning negotiations, phases and stages, making proposals,
- Creativity and inventing options for mutual gain
- Using BATNA, ZOPA, WATNA &WAP Bottom Line & Anchoring in negotiation context
- Understanding both ends and identifying the negotiation style:
- The Driver Style
- The Expressive
- The Amiable
- The Analytical
- Negotiation Behaviors
- The Red Behavior
- The Blue Behavior
- The Purple Behavior
Module 3: Exchange information and bargain
- Using the 6 influencing techniques in negotiations
- Understanding common and conflicting interests
- Dealing with conflicting interests in a multi-cultural environment
- Trading concessions
- Initiative Negotiation through Phone Calls
- Negotiation through e-mails
- Summary-Video film “The Art of Negotiating”
Customized Learning
Leap To Success is offering a variety of learning options to meet current realities and can be adapted to suit your business needs. These options include variants of online, blended and on-site course formats.
Face To Face Learning
Enabling you to have a face to face interactive and engaging learning experiences led by renowned industry experts and thought leaders with extensive practical experience who will employ a variety of interactive learning techniques, including short high-impact videos, case studies, assessments, role plays, in addition to on-going support.
Virtual Learning Labs
Interactive online learning held in real-time using Zoom and are led by international subject matter experts who incorporate case studies, breakout rooms, guided practice, simulations and discussions to maximise your learning experience.
General Methodology
Similar to any L2S training program, this program offers an interactive learning experience in which will allow the delegates to reflect on their learning through an informative, indulging, and fun classroom experience. The design of the training session focuses on the following attributes.
- Concrete Experience: The delegates will learn by doing
- Reflective Observation: Reflecting on the newly experienced skill-set
- Abstract Conceptualization: Developing deeper understanding to the learned concepts
- Active Experimentation: providing the delegates with realistic tools that can be tested in the real life
Specific Methodology
To effectively execute this program and to ensure that the end result is being achieved L2S specific training methodology in Negotiation Skills program is as explained in the below stages:
During the training
The course design is based on interactive facilitation, training energizers, training videos, extensive role-plays, group discussions, group brainstorming sessions.
This course is designed for the full involvement of every participant through the use of:
- Skills practice sessions
- Group discussions
- Participant presentations
- Personal reflection
- Case Study
Activities Brief:
Practical Negotiation Skills:
Two teams in critical negotiation. Is it about winning or ensuring neither loses? And just how good is your preparation?
Learning Objectives:
- Stresses the need for very good preparation
- Shows the need for targets, fall-back positions and worst-case scenarios
- Shows the importance of taking time out to discuss rather than thinking on the hoof
- Illustrates the danger of trying to win at all cost rather than compromise
- The value of knowing when to be open and when to make concessions
- The importance of reading body language
Stonehenge:
An interactive game that works on the bases of negotiating a task and objectives.
Learning Objectives:
- Allows teams to practice bartering and influencing skills
- Highlights the importance of planning for negotiations
- Encourages teams to have a negotiation strategy and team roles
- Tests ethics and honesty of team members
- Assesses whether teams can break down natural barriers in order to work together
A four-phase model for the negotiating process:
This training game is intended to provide participants with a four-phase model to apply to the negotiating process. Duration 60 minutes
Seeing the other side:
This training game is intended to explain to participants how to focus on the benefits that a proposal offers the other party, and to provide a tool for analyzing benefits… Duration 60 minutes
Negotiating a range of variables?
This training resource is intended for use by trainers to devise a negotiating process and skills framework for the participants to use in future negotiations. Duration 90 minutes
Role-plays:
All the games selected above for this training course are based on role-plays scenario.
Assessments
Delegates will undertake the following assessments during the training
- Personal Negotiation Style
- Persuasion matrix
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