- Course overview
- Course details
Course overview
About the course
The 2 day course will help participants understand the effectiveness of negotiation skills such the process, the preparation, the opening of negotiation, the usage of questions and the power that comes with it, skills on listening in negotiation and the closing.
At course completion
You will know how to -
- Define negotiation and Identify steps for proper negotiation preparation
- How to negotiate effectively with different personality styles
- Identify the steps in the negotiation process.
- Learn bargaining techniques and strategies of inventing options for mutual gain and move negotiations from bargaining with internal and External stakeholders to closing.
- How to negotiate with different team and stakeholders.
Course details
Module - Effective Negotiation Skills
Introduction to negotiation
- Identify the qualities of successful and unsuccessful negotiators
- Define negotiation and provide examples of when you have negotiated in and outside work
- Identify a negotiation situation you will practice during training.
Negotiation Process
- Explain how to choose a negotiating strategy based on relationship and results.
- Define Positional Bargaining.
- Identify the differences between “soft” and “hard” negotiating.
- Define Principled Negotiation.
- Identify the four steps in the negotiation process.
Prepare for Negotiation
- Identify areas to research on your side as well as your opponent’s side.
- Negotiation strategies.
Opening the Negotiation
- Explain the importance of “small talk” and finding common ground in negotiations.
- Explain how setting ground rules can influence a negotiation.
- Identify important negotiation ground rules.
Use the Power of Questions in Negotiation Process.
- Controlling a conversation
- Different types of questions
- The questioning funnels
Effective Listening Skills in Negotiation skills
- Importance of Listening
- Hearing v/s Listening
- Process of Listening in negotiation
- What is Active Listening in negotiation
- Traits of a Good Listener for Negotiation
Close the Negotiation
- Explain how to move from bargaining to closing (among Internal team, External Team, Cross functional team, Internal and External Stake holders).
- Explain the closing process.
- Practice your personal negotiation situation and get feedback from other participants.
Methodology –
- Self-Assessment
- Facilitator Led Discussion
- Group Activity
- Individual Activity
- Group presentation
- Group discussion
- Case Study, Video
Enquiry
Course : Negotiation Skills
Enquiry
request for : Negotiation Skills
