Conflict... while it's often blamed for the breakdown of a team's unity, it's often just a symptom of a larger problem. Especially for companies, lack of conflict resolution will results in loss of revenue opportunities, drops in productivity, decline in employee morale, increased job stress, dissatisfied customers, inability to make informed decisions, high employee turnover and others.
Conflict is inevitable, but we can focus on turning conflict into collaboration, and this is when negotiation comes into place. Negotiation is required every day when communicating within any business or organization, as we negotiate constantly – with colleagues, employees, clients, and business partners. The ability to effectively negotiate is a vital ingredient to the success of all business and technical professionals, so “win-win” situations could be created for all parties.
WHO SHOULD ATTEND
Executives and Above
LEARNING OUTCOMES
At the end of this training program, participants should be able to:
- Learn the phases of negotiations & gain the skills necessary for successfully negotiating
- Apply strategies for identifying mutual gain
- Apply the negotiating process to solve everyday problems
COMPETENCY ENHANCEMENT AREAS
| Knowledge | Skills | Attitude |
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PROGRAM OUTLINE
WHAT YOU'LL LEARN: DAILY SCHEDULE
- What is negotiation?
- What are the negotiation styles?
- Dominant negotiating strategies
- Understand the relationship between personal style and negotiation
- Importance of negotiation in business settings
- Anticipating possible objections and rejections
- Reframing ideas and concepts to engage and motivate
- Preparing a strong BATNA position to increase power
- Techniques for impact and influence
- Negative consequences when preparation is absent
- Negotiators are people first
- Every negotiator has two kinds of interests
- Disentangle the relationship from the substance
- Understand different perspectives in negotiation
- What is interest in negotiating?
- What is the meaning of positions?
- Recognize that for a wise solution reconcile interests, not positions
- How to identify interests?
- How to talk about interests with others?
- The obstacles that inhibit the inventing of an abundance of options
- Elements of inventing creative options
- The four basic steps in inventing options
- Learn about the obstacles to inventing realistic options
- Understand what is considered as objective criteria
- Deciding on the basis of will is costly
- The case for using objective criteria
- Development of objective criteria
- Negotiating with objective criteria
- Maintain confidence and composure
- Avoid provocations and conflicts in both parties
- Uphold influence and keep away resistance
- Leveraging your strengths and values
- Aware of the power of every single word
- “Know your strengths and weaknesses”
- Role-playing emotion management skills
- You win, I win
- “Is preparation everything?”