NEGOTIATION POWER SKILLS: HOW TO GET WHAT YOU WANT ...
PROFESSIONAL TRAINING MADE EASY
Website: www.quorse.com
NEGOTIATION POWER SKILLS: HOW TO GET WHAT YOU WANT WITHOUT BEING MAD! DURATION: 2 DAYS; TIME SCHEDULE Time - 9:00am to 5:00pm Break - 10:15am to 10.30am and 3:15pm to 3:30pm Lunch - 1:00pm to 2:00pm INTRODUCTION Do you know when you have gotten the best deal or a fair price? Yes, you do if you are a skilled negotiator. In this negotiation training program, participants will learn to determine the most appropriate approach to take before the negotiation even starts - to spot dirty tricks from a mile away, and take the essential steps of a skilled negotiator. COURSE OBJECTIVE Identify possible negotiation outcomes List the Steps of the negotiation process Understand and identify different behaviors styles and adapt as necessary Recognize dirty tricks and tactics Develop an action plan to improve negotiation skills BENEFITS Upon completion of this program, participants will be able to: Possessing a ‘Toolkit’ for negotiation Going for collaborative “win-win” negotiations Knowing how to change adversary negotiations into more profitable collaborative ones, where everyone wins Be aware that in the most productive negotiations, your “opponent” becomes your partner in searching for an agreement that is to be the best interest of both parties Master the fine arts of persuasion and problem solving Able to evaluate your priorities as well as those of your negotiating partners Maintain a firm grasp of your negotiating goals – while always seeking a flexible approach to achieving them Establish rapport, reduce tension, and listen to the other side’s positions Deal with difficult, deceitful or aggressive negotiators Identify negotiating ploys and manipulations KEY CONTENT MODULE 1 - INTRODUCTION: WIN-WIN, WIN-LOSE, LOSE-LOSE Understanding Negotiation Outcome o Knowing Where You May End Up Before You Begin Is Critical To Planning Any Negotiation. MODULE 2 - NEGOTIATING PRINCIPLES Different Negotiating Styles Win-Win Negotiating o Building Trust o Everybody Wins 1|P a g e
PROFESSIONAL TRAINING MADE EASY
Website: www.quorse.com
‘Nice’ People Finish First o How? o The Art Of Negotiating Negotiation Ethics o Be Aware Of Unethical Practices o How To Respond To Unethical Tactics
MODULE 3 - NEGOTIATION PROCESS: PROACTIVE STEPS From Fact Finding To Autopsy o Phases Of A Negotiation o What Questions To Ask Before Moving On? o Explore The Concepts Of BATNA o What Is Minimum Acceptance? o Probing For Inconsistencies Preparing To Negotiate o Know ‘YOU’ o Know ‘Other Party’ o Making An Agenda Planning A Defense o Handling Tough Questions Opening Offer o Who Makes The First Offer? o When Do You Want To Make The First Offer? o When To Avoid Making The First Offer? o Determining Your Open Offer Closing The Deal o Closing Tactics o Piecemeal Closing o Timing The Close MODULE 4 - BEYOND THE BASIC: DEADLOCKS, STANDSTILLS, AND CONCESSIONS Making Concessions o Guidelines For Making-And Getting-Concessions During The Give-And-Take Of Negotiations Changing The Package o Know When To Fold And When To Hold o The ‘What If’ Approach o Reviewing The Variables MODULE 5 - STRATEGY AND TACTICS Power And Leverage o Understand What This ‘Power’ Is o Acceptable Alternatives o Using Influence o Backing o Determine The ‘Need’ o Limited Authority - Strengthen Your Bargaining Position? The Time Element ‘Deadlines’ Creating Deadlines For Others 2|P a g e
PROFESSIONAL TRAINING MADE EASY
Website: www.quorse.com
Pacing The Negotiation
MODULE 6 - TRICKS, TRAPS, AND TACTICS: WHAT TO BE AWARE OF Recognize And Deal With: o Emotional Outbursts o Verbal Bullying o Bait-And-Hook Proposals o Sucker Punch o Moral Appeal Exploratory Discussion AUDIENCE Managers, Executives, Project Coordinators, Team leaders and anyone who needs to negotiate for a winwin situation. METHODOLOGY Through multiple case studies, hands-on activities, exploratory discussions, participants will practice skills learned throughout this interactive, fast-paced negotiation course.
060117
3|P a g e
Website: www.quorse.com
NEGOTIATION POWER SKILLS: HOW TO GET WHAT YOU WANT WITHOUT BEING MAD! DURATION: 2 DAYS; TIME SCHEDULE Time - 9:00am to 5:00pm Break - 10:15am to 10.30am and 3:15pm to 3:30pm Lunch - 1:00pm to 2:00pm INTRODUCTION Do you know when you have gotten the best deal or a fair price? Yes, you do if you are a skilled negotiator. In this negotiation training program, participants will learn to determine the most appropriate approach to take before the negotiation even starts - to spot dirty tricks from a mile away, and take the essential steps of a skilled negotiator. COURSE OBJECTIVE Identify possible negotiation outcomes List the Steps of the negotiation process Understand and identify different behaviors styles and adapt as necessary Recognize dirty tricks and tactics Develop an action plan to improve negotiation skills BENEFITS Upon completion of this program, participants will be able to: Possessing a ‘Toolkit’ for negotiation Going for collaborative “win-win” negotiations Knowing how to change adversary negotiations into more profitable collaborative ones, where everyone wins Be aware that in the most productive negotiations, your “opponent” becomes your partner in searching for an agreement that is to be the best interest of both parties Master the fine arts of persuasion and problem solving Able to evaluate your priorities as well as those of your negotiating partners Maintain a firm grasp of your negotiating goals – while always seeking a flexible approach to achieving them Establish rapport, reduce tension, and listen to the other side’s positions Deal with difficult, deceitful or aggressive negotiators Identify negotiating ploys and manipulations KEY CONTENT MODULE 1 - INTRODUCTION: WIN-WIN, WIN-LOSE, LOSE-LOSE Understanding Negotiation Outcome o Knowing Where You May End Up Before You Begin Is Critical To Planning Any Negotiation. MODULE 2 - NEGOTIATING PRINCIPLES Different Negotiating Styles Win-Win Negotiating o Building Trust o Everybody Wins 1|P a g e
PROFESSIONAL TRAINING MADE EASY
Website: www.quorse.com
‘Nice’ People Finish First o How? o The Art Of Negotiating Negotiation Ethics o Be Aware Of Unethical Practices o How To Respond To Unethical Tactics
MODULE 3 - NEGOTIATION PROCESS: PROACTIVE STEPS From Fact Finding To Autopsy o Phases Of A Negotiation o What Questions To Ask Before Moving On? o Explore The Concepts Of BATNA o What Is Minimum Acceptance? o Probing For Inconsistencies Preparing To Negotiate o Know ‘YOU’ o Know ‘Other Party’ o Making An Agenda Planning A Defense o Handling Tough Questions Opening Offer o Who Makes The First Offer? o When Do You Want To Make The First Offer? o When To Avoid Making The First Offer? o Determining Your Open Offer Closing The Deal o Closing Tactics o Piecemeal Closing o Timing The Close MODULE 4 - BEYOND THE BASIC: DEADLOCKS, STANDSTILLS, AND CONCESSIONS Making Concessions o Guidelines For Making-And Getting-Concessions During The Give-And-Take Of Negotiations Changing The Package o Know When To Fold And When To Hold o The ‘What If’ Approach o Reviewing The Variables MODULE 5 - STRATEGY AND TACTICS Power And Leverage o Understand What This ‘Power’ Is o Acceptable Alternatives o Using Influence o Backing o Determine The ‘Need’ o Limited Authority - Strengthen Your Bargaining Position? The Time Element ‘Deadlines’ Creating Deadlines For Others 2|P a g e
PROFESSIONAL TRAINING MADE EASY
Website: www.quorse.com
Pacing The Negotiation
MODULE 6 - TRICKS, TRAPS, AND TACTICS: WHAT TO BE AWARE OF Recognize And Deal With: o Emotional Outbursts o Verbal Bullying o Bait-And-Hook Proposals o Sucker Punch o Moral Appeal Exploratory Discussion AUDIENCE Managers, Executives, Project Coordinators, Team leaders and anyone who needs to negotiate for a winwin situation. METHODOLOGY Through multiple case studies, hands-on activities, exploratory discussions, participants will practice skills learned throughout this interactive, fast-paced negotiation course.
060117
3|P a g e
