Advanced Negotiation Skills

Advanced Negotiation Skills

OBJECTIVES

• Appreciate, through discussions and questionnaires, the relevance of generally accepted negotiating principles to their environment.
• Explore the latest strategic approach to negotiation.
• Identify, through several self-assessment tests, their preferred negotiating style and how it affects the negotiating outcome.
• Identify their own approach to resolving conflict, building trust and respectable business ethics.

WHO SHOULD ATTEND:?

All those experienced in business, managerial and other kinds of negotiations, who wish to further develop their skills. The program is particularly suitable for those who have attended the “Win-Win Negotiation Skills” program.

COURSE OUTLINE

Different Styles of Negotiating

• DiSC – Self Assessment Questionnaire: Administration and Scoring
• Your Style and How It Fits with That of the Other Party
• Negotiation Style Profile
• Role-play with Observers’ Comments Using DiSC Profile

Issues in a Negotiation Currently Under Way

Generally Accepted Principles

• Questionnaire
• Discussion in Teams
• Five Steps of Breakthrough Negotiation

Conflict Resolution Style

• Self-Assessment and Discussion

Planning Strategy

• Using the Planning Worksheet
• Using the 7 Planning Criteria

Trust-Building

• Ranking and Discussing the 10 Behaviors in Negotiation

3 -D Negotiation

Ethics in Negotiation

• The Moffett Picture Case
• Ethical Model
• Values Involved

13 Negotiation Mistakes

• Film
• Practical Tips on Avoiding the Mistakes

Planning and Conducting Team Negotiations with Feedback