Win-Win Negotiation Skills
Win-Win Negotiation Skills
Objectives:
By the end of the program, participants will be able to:
- Recognize the soft, hard and principled styles in negotiating and identify their own personal negotiating styles.
- Plan and conduct, individually and within a team, several negotiations.
- Use the 10-point planning format that will allow reaching a win-win outcome.
- Appreciate and apply, if need be, different negotiating tactics
Who Should Attend?
All those involved in business, managerial and other kinds of negotiations
Course Outline:
The Three Secrets to Successful Negotiation:
- Planning
- Trading Concessions
- Communication
Negotiation and Bargaining
- When to Negotiate
- Some Negotiating Principles
Negotiating Styles
- Soft and Hard Styles
- Principled Negotiation – The Harvard Model
- Negotiation Style Profile: Administration and Determination of Own Style
- Characteristics of an Effective Negotiator
Planning: The Key to Win-Win Negotiation
- The Ten Point Planning Form
- Checklist for Planning a Negotiation
- Behavioral Bases of Power
Trading Concessions
- Thirteen Basic Tactics
- Identifying and Deflecting Tactics
Preparing and Conducting Individual and Team Negotiations
- Practical Role Plays