Course Outlines:
Module One:
Introduction to Negotiation – The Starting Point for Improvement
- Thinking Outside-the-Box
- Positivity & Negativity and Its effect on Negotiation
- Applying a Positive Attitude to the Negotiation Process
- Proposal Format – simple, focused & logical
- Placing Yourself Above the Competition with Your Proposal
- The Psychology of Negotiation – Knowing your Opponents Driving Force
- The Feel-Good Factor
- Questioning & Listening Techniques
Module Two:
Understanding Behavioral Style to Negotiate Better
- Knowing and understanding your own Behavioral Style – Keys to how you negotiate
- Negotiation Style Assessment
- Approaches to Negotiation
- The ‘Win-Win’ and Why it is misunderstood
- The Two Distinct Approaches to Negotiation
- Communication Style and the Negotiation Process
- Adapting to Different Communication Styles
- Negotiation and Ethics
Module Three:
Developing a Strategic Approach to Negotiation
- A Strategic Approach to Negotiation – Distributive negotiation strategies
- BATNA, Zone of Possible Agreement
- Openings, Anchors, Offers and Counteroffers
- A Strategic Approach to Negotiation – Integrative Negotiation Strategies
- Sharing Information, Diagnostic Questions & Unbundling Issues
- Package Deals, Multiple Offers and Post-settlement Settlements
- Knowing and Maintaining your Sources of Negotiation Power
- Sales Negotiation Behavior – A Practical Approach
Module Four:
Interests, Planning and Understanding Body Language
- Wants and Needs – The importance of identifying needs
- Emotional Intelligence and its Role in Negotiation
- The Importance of Body Language and Non-verbal Behaviour
- What is Body Language and how do we accurately read it?
- Understanding Thoughts from Body Language
- How to use your own Body Language to negotiate more effectively?
- Resolving Disputes – learning to mediate to create better deals
- Techniques of the Mediator – practical mediation skills to help resolve disputes
Module Five:
Negotiating with Different Nationalities and Cultures
- Face to Face Negotiation – dealing with different cultures
- British & American
- Japanese & Chinese
- French & German
- Advice for Cross Cultural Negotiators
- International Team Negotiation Exercise
- Putting Negotiation Techniques into Practice – putting a deal together
- Summary Session and Questions