Negotiating Skills

About this course

This workshop takes a close look at how negotiation occurs within organisations based on real life case study scenarios. Aiming to provide participants with further skills and insights to achieve mutually beneficial outcomes through negotiation techniques, this workshop is ideal for anyone at any stage of their professional career.

Workshop Objective

This program takes a close look at how negotiation occurs within organisations, how to prepare and manage negotiations, and how to achieve the most mutually beneficial outcomes.

Who this course is for

This workshop is designed for:

  • All managers and staff involved at any level in negotiation, however large or small; formal or informal.  There is great benefit to be derived both on a personal and professional level.

How this course is delivered

Tailoring & Customisation

This workshop is able to be customised to suit your requirements, using appropriate and reelvant scenarios from your specific workplace/organisation.  It may be increased to 2 days upon request, and in collaboration with the client.

Workshop Content Summary

Groundwork
  • Defining negotiation
  • Introducing the Negotiation Life Cycle
  • Introducing Principled Negotiation vs Positional Bargaining

Preparation

  • Negotiation planning tools – a 6-Step Approach
  • Establishing Relationships and Rapport
  • Planning your tactics
  • Understanding the BATNA
  • Interest Mapping
  • Prioritising options
  • Planning the agenda and outcomes

Negotiation

  • Working with the Negotiation Life Cycle
  • Tools and key considerations supportive of the negotiation process
    • Questioning skills
    • Listening skills
    • Deductive and inductive reasoning
    • Trading concessions
    • Assertiveness techniques
    • Face negotiation and cross-cultural negotiation
    • Ways of saying ‘no’
    • Negotiating with difficult people and dirty tricks

Closure

  • The important of the closure phase
  • Oral and written agreements
  • Offer and acceptance
  • Establishing next steps; with and without an agreement having been reached

Course Outcomes

By the end of this workshop participants will have the ability to:

  • Define the term negotiation; who is involved and their purpose,
  • Distinguish the differences between conflict and transactional negotiation, Describe Principled Negotiation as per the Harvard Model,
  • Determine the different types of power used in negotiation,
  • Prepare for the relationship elements of business negotiations,
  • Identify the other party’s possible positions and interests,
  • Prepare and plan your negotiation tactics,
  • Design a negotiation session’s agenda, Identify and execute the negotiation life cycle,
  • Employ appropriate tools and techniques to engage in a negotiation session leading to an agreed solution,
  • Respond appropriately to a negotiating party that employs underhanded tactics, Appropriately document the outcomes of a negotiation session, in consideration of Australian contract laws, and
  • Take appropriate steps to enhance the success rate of negotiated agreements

Facilitators of this workshop will use a case study delivery approach to provide participants with a ‘hands-on’, multi-faceted and challenging learning experience.

Course Prerequisites

There are no prerequisites for attending this workshop.

Course Dates

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