Negotiation Skills Training

Negotiation is a process by which two or more groups discuss an issue to find a mutually acceptable outcome and settle differences by avoiding any argument. The importance of negotiation skills cannot be underestimated as they play a crucial role in the formal transactions and informal day to day interactions. The Negotiation Skills course equips the delegates with the knowledge required to excel in the negotiation process. The course enables the delegates to become a better leader, negotiator and dealmaker by building powerful negotiation skills. The course is designed for individuals who are required to negotiate successful outcomes. By the completion of the course, the delegates will be able to enhance their negotiating ability, read body language and react accordingly, develop their interpersonal skills to improve success.

Tips for effective negotiation

The delegates should be clear about what they are delivering and what is expected from the other party, consistent with how to set their goals and objectives, effectively use their communication skills including positive body language, pay attention to detail, prepare for compromise and ask plenty of questions. The delegates should not become emotional and confuse negotiation with confrontation, avoid becoming angry and do not blame the other party for not achieving the desired outcome.

Overview of Negotiation

• What is Negotiation?
• Influencing Skills
• Factors that impact Negotiation
• Stages of Negotiation

Process of Negotiation

• Value of negotiating
• How to distinguish negotiation from selling
• When negotiation begins and selling stops

Effective Negotiation Skills

• Problem Analysis
• Preparation
• Active Listening
• Emotional Control
• Collaboration and Teamwork
• Verbal Communication
• Decision Making Ability
• Problem Solving
• Interpersonal Skills
• Ethics and Reliability

Stages of Negotiation

• Preparation
• Discussion
• Clarification of goals
• Negotiate towards a Win-Win outcome
• Agreement
• Implementation of a course of action

Elements affect the outcome of negotiation

• Interpersonal Skills
  • Effective verbal communication
  • Listening
  • Reducing misunderstandings
  • Problem Solving
  • Assertiveness
  • Rapport Building
  • Decision Making
  • Dealing with Difficult Situations
• Attitudes
• Knowledge

Clinching the Deal

• Fulfilling the commitment
• How to close
• Develop long term relationship
• Prepare environment for future negotiations

Telephone Negotiation

• Use silence
• Voice and personality projection
• Controlling the call
• Implement the negotiating process using telephone

Action Plan

Planning and discussion