We negotiate with people all of the time. We negotiate with our kids, our
partners and our parents. So why is negotiation at work feel so different? Quite
simply, it is because we feel as if there is more at stake. If we lose the deal,
we may feel like it is
going to cost us our job. This fear is what prevents us being good negotiators.
This programme takes away that fear to allow us to function by understanding the
games tactics and psychology behind any successful negotiation.
What is negotiation?
We begin by examining what we mean by negotiating to create a common
baseline. We explore the different types of negotiations and how to choose our
"Game plan". we then examine the qualities required by a good
negotiator.
The dynamics of negotiation
This session gives us an understanding of how the three main dynamics of
negotiation fit together, and then we take a closer look at each of those
dynamics.
The stages of negotiation
We will explore a four stage model that can be used for any negotiation. We
will study what has to be done at each stage. in particular we will understand
the importance of having a walk away, and knowing when and how to make
concessions. Our objective will be to create a win-win situation to enhance
future business relations. We will learn about the six step model for conducting
the actual negotiation.
Games and tactics
In this session we will examine negotiations from the gamesmanship
perspective. We will discover the 19 most common tactics that negotiators use
and ways to counter them. We will then look at the nine top negotiating tactics
to ensure your success. We will examine the difference between an impasse, a
stalemate and a deadlock and learn techniques for coping with each situation.
Practice and perfect
Throughout the programme we will have exercises to practice what is learned.
The final exercise will see two teams battle it out to get a deal. This exercise
will allow delegates to use everything that they have learned in the programme
in a safe environment.
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