Negotiation Skills Training
Why learn about negotiation skills?
Becoming a confident negotiator can help you drive business success, resolve conflicts and get more of what you want in life. The techniques covered in this negotiation skills course can be used to:
- Prevent other people dominating your negotiations
- Keep your negotiations on-track, so you get results which work for you
- Prevent relationships being damaged by conflicts and disagreements
- Build respectful, positive relationships
- Eliminate any ‘bad habits’ which undermine your success as a negotiator
- Become the most confident and successful negotiator you can be
What will you learn on this program?
You’ll come out of this session with practical tools for negotiating at work. Discover why professional negotiators take a win/win approach to negotiation. Hear what experts in negotiation and conflict resolution know about getting positive results when negotiating. Learn how to:
- Decide which approach to take when negotiating in a range of contexts
- Use the ‘principle based’ negotiation model
- Plan your approach to a negotiation
- Map all parties’ needs and concerns during a negotiation
- Develop options and outcomes using win/win principles
- Handle the ‘people’ side of negotiation
- Respond to problematic situations which occur during negotiations
The experiential learning focus of this course means that you use what you learn immediately. Negotiation skills can be used in business to agree on terms of employment (including your salary), sort out team conflicts, develop commercial contracts and set the price for goods and services. In your personal life, you can use the skills learned in this negotiation skills course to make major purchases, find fair solutions to family conflicts and handle neighbourhood disputes.
Key Concepts
- Introduction to negotiation
Explore the principles of win/win negotiation and how they can be used to create positive negotiation outcomes. Hear how four key principles can be used in everyday negotiation situations. Learn how to decide whether to take a distributive or integrative approach to a specific negotiation. - Planning your negotiation
Learn how to plan your negotiation using the BATNA model. Create a negotiation map in order to assess the situation in which you are negotiating. - Exploring needs and concerns
Hear why understanding needs and concerns is a key step in any negotiation. Learn to use two key skills– questioning and active listening. Use a questioning template to lead a conversation about needs and concerns. - Creating win/win options
Discuss how creating win/win options increases your influence as a negotiator. See how to draw an ‘option generator’ in order to manage conflicting needs and concerns. Try out win/win problem solving tools. - Handling the people side of negotiation
All good negotiation skills course covers the people side of negotiation. After all, people problems can get in the way of solving issues-based problems. Explore ways of handling others’ emotions and keeping your own emotions resourceful during negotiation. Hear how to handle difficult behaviours which can block your efforts to find fair solutions during negotiation and conflict resolution sessions.
