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1-day Negotiation Strategy and Practical Tactics
Negotiation is the process of using persuasion techniques to convince a counterpart to agree to a deal. Unfortunately, many of us do not use the best negotiation practices. We wing it and rely on intuition, and we walk off the negotiation table feeling that we should have obtained more value.
Learning Objectives for the Course
In this one-day workshop, we will provide you with a simple step-by-step guide that you can use to improve the results you get from your negotiation. It is our goal for you to understand the module clearly, so you can start using these techniques to achieve your goals.
Course Outline:
Module 1: Foundation
Understanding the concept of Power and sources of Power in negotiations
Why parties are Positional in negotiations and how to bring out real Interests
Understanding Issues and Concessions Debunking Win-Lose Approach for Win-Win Negotiations
How collaborative negotiations produce real Third Alternatives
Module 2: Negotiation Planning
The essential steps of preparing for any negotiation
Seven common strategy approaches on which to base a negotiation
How to prepare for the opening, middle, and closure of negotiations
How to prevent the disasters common to team negotiations
Module 3: Negotiation Execution
How to negotiate a difficult scenario
Exactly what to say in four common negotiation situations
Common tactics used in negotiations and how to neutralize them
How to close a negotiation using respectful pressure
Module 4: Workshop – Mock Negotiation
Process Learnings to accelerate re-application
Assessing your strength and weakness in the negotiation process
