Powerful Negotiating Skills

We use negotiating techniques in our everyday lives, sometimes without realizing it. In our professional lives, where negotiating uses a necessary and specific set of skills, these techniques need to be learned and practised consciously.

Participants in this interactive session will first review the basic skills, then proceed to more advanced strategies and techniques. The workshop provides time for these participants to work through real life negotiating issues.

The experiential methods used on the course, including role plays, case studies, personal inventories, games, videos and trainer-led feedback discussions, will allow participants to practice what they learn.

Duration: 2 Days

Objectives

After this workshop, the participants will be able to:

• Distinguish between ”principled” and “positional” negotiating, and recognize the techniques used with each type.
• Enhance negotiating effectiveness (better and lasting deals) using “purple” negotiating Conduct research based on specific opposer needs.
• Plan, structure and prepare for a win-win negotiating event.
• Assess their personal negotiation interest and aptitudes.
• Use communication and persuasion skills critical to successful negotiating
• Recognize and counter some of the hard or “positional” negotiating  tactics and strategies used by opposers.
• Learn the two basic practices used by every successful negotiator.
• Identify their personal style of managing conflict, and use it successfully to handle ongoing conflict throughout a negotiation.
• Learn five essential techniques for successfully closing a negotiation.

Outline

• Part 1: Introduction
  • Course objectives and participant expectations
• Part 2: Concepts and Principles of Negotiating
  • Definitions of concepts and terms
  • Basic principles of negotiating
  • Essential elements of the process
  • “Principled” vs. “positional” negotiating
  • “Purple” negotiating
  • Practice exercise
• Part 3: Structuring and Preparing for a Negotiating Event
  • The basics of negotiating
  • Sequence of steps in the process
  • Planning the negotiation using the analysis tool
  • Practice exercise
  • What kind of research we need to do
  • Force field analysis
• Part 4: Desirable Characteristics in Skilled Negotiators
  • Traits needed for success in a negotiator
  • Our motivation to negotiate
• Part 5: Communication Skills Essential to Effective Negotiating
  • Targeted questioning
  • Active listening
  • Perception checks and nonverbal language
  • Nonverbal communication and cultural awareness
  • Assertive expression
  • Initiating proposals
  • Interrupting and differing
  • Persuasion skills
• Part 6: Strategy and Tactics
  • What is the difference between a strategy and a tactic?
  • Hard and soft (red and blue) strategies and tactics
  • How to counter specific hard (red) strategies and tactics
  • Purple tactics
  • Practice exercises
• Part 7:Conflict Management
  • What conflict is and how to feel comfortable when in conflict
  • Identifying our personal conflict management style
  • Practice exercise

ON-TRACK Corporate Training has a diverse and flexible schedule that can be customized to your needs. We offer group courses (both public and corporate), one-on-one training, virtual (on-line) classroom (Zoom etc.) and on-site training options. We also have easily accessible on-line training videos on OnTrackTV.