Negotiation Skills

Negotiating and Influencing are everyday activities that take place in both our professional and personal lives. A negotiation takes place any time two or more people are communicating, and at least one of them has a goal in mind.

As Dr Chester Karrass, a leading expert in Negotiation says, In business, you don’t get what you deserve, you get what you negotiate.

The lack of negotiation skills results in the lack of success many people experience in getting what they want and need, both in their private lives and at work. Principled Negotiation is the process of achieving an agreement or solution that is acceptable to both or all parties involved.

Course Outline

  • The importance of preparation: 4 essential steps
  • Defining Ideal and Fallback positions
  • Identifying possible trade-offs
  • Choosing a strategy: hard; soft; principled
  • Problem solving and creativity in negotiation
  • Problem definition
  • Managing the negotiation process
  • Communicating effectively
  • Readingbody language
  • The importance of listening
  • Games that people play
  • Dealing with attempts to derail the negotiation
  • Managing emotions
  • Options to facilitate completion of the negotiation
  • Closing the deal and making sure that it is watertight
  • Template for effective negotiation
  • Profile of a successful negotiator
  • Case studies and role play

This course is highly practical. As effective learning is experiential, delegates will be required to prepare for and role-play a negotiation, using a template for effective negotiation.