Our Workshops
Negotiation Skills
Negotiation Skills
Description
1-Day Workshop
Negotiation skills are essential in today’s work environment, yet few managers have been trained to respond confidently in the face of these stresses.
Inter-personal, intergroup and structural conflicts all point to the need for more effective tools for lasting problem solving through negotiation. It is thus important for managers, supervisors and customer service staff to become familiar with the principles, processes, and techniques of negotiation management.
Establishing Terms of Agreement
Understanding negotiation objectives/ Understanding and establishing your requirements
Researching the other party
Information gathering/ Estimating the other party’s requirements
Preparing for an Agreement
Planning an agreement/ The negotiation environment
Leading a Negotiation
Understanding the Process/ Communication during negotiation/ Challenging Negotiation Situations
Advanced Negotiation Tactics
Control in negotiations/ Negotiation tactics/ Negotiation Ethics
Who should attend?
- Middle management level employees
- Supervisors
- Team leaders
- Employees who have been earmarked for succession into management
WORKSHOP OUTLINE - COURSE OUTCOMES
Understanding Negotiation
- What Is Negotiation?
- When is Negotiation Needed?
- Competitive Negotiation
- Effective Negotiation
- Negotiation in Conflict Management
- Steps in Negotiation
- Rules for Effective Negotiation
- Attitude
- Compromise
- Lines of Communication
- Be cooperative
- Listen and Ask Questions
- Styles of Negotiating
- Style is Critical
- Negotiating successfully
- Steps in Negotiation – Preparation
- Preparing for Negotiation
- Anticipating Possible Directions of a Negotiation
- Planning
- Making Concessions
- Understand when and how to mediate
- Debate and Bargain
- Closure
- Choosing a Method of Closure
Rules for Effective Negotiation
- Attitude
- Compromise
- Lines of Communication
- Be cooperative
- Listen and Ask Questions
Styles of Negotiating
- Style is Critical
- Negotiating successfully
- Types of Outcomes - Bottom Line / Favoured Outcome/Settlement Point
- Steps in Negotiation – Preparation
- Preparing for Negotiation
- Anticipating Possible Directions of a Negotiation
- Planning
Important Lessons in Negotiation
- Concessions
- Recognise Different Perceptions
- Avoid Corners
- Use Creativity and Imagination
- Appreciate the Power of Silence
- Make Trade-Offs
- Help the Other Side to Agree
- Take Notes
- Value Deadlines
- Anticipate No Agreement
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On-Site Workshops
- All workshops are offered in-house at your offices to a minimum of 5 delegates
- You provide the venue and refreshments, Front Foot supply all the workshop material
Remote Workshops
- All workshops are offered remotely to a minimum of 5 delegates
- Front Foot supply all the electronic workshop material
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