The Art of Negotiation Skills

The Art of Negotiation Skills

Introduction

Negotiating is a crucial skill in any business, especially in sales and customer service roles. Successful negotiations are the foundation of a healthy and productive business relationship.

The Art of Negotiations is designed to develop communication and negotiating skills for better results in the workplace. Participants will learn how to build rapport using simple NLP techniques such as pacing and leading which can translate into positive outcomes by recognizing the power of non-verbal communication.

This program is customizable to suit staff at different levels, from junior executives to senior managers. The content is customizable to achieve a specific learning outcome in line with the companies’ training objectives.

Outcome

At the end of this program, you will be able to:

- Communicate clearly, confidently, and assertively
- Engage better with other by listening more effectively and asking insightful questions
- Apply simple NLP techniques such as pacing and leading to build better rapport with others
- Define negotiation and Identify steps for proper negotiation preparation
- Understand how to negotiate effectively with different personality styles
- Define principled negotiation and identify the four steps in the negotiation process
- Learn bargaining techniques and strategies of inventing options for mutual gain and move negotiations from bargaining to closing

Select to design your own content and request for a customized quotation

No	Topic	Topic Description
1	Introduction to Negotiation	Identify the qualities of successful and unsuccessful negotiators Define negotiation and provide examples of when you have negotiated in and outside work Identify a negotiation situation you will practice during class
2	Personality types	Explain the benefits of knowing personality style Explain the behaviors as well as the strengths/weaknesses of each personality style Identify your own personality style. Identify how to work more effectively with each personality style while negotiating
3	How well do you Communicate?	What makes a great communicator Four basic principles of communication FBI Model - Focus on behavior, be specific in your communication and I messages How to control the conversation Asking the correct Question - Open ended and close ended
4	Building Rapport	Importance of rapport Important negotiations ground rules Create a positive first impression Importance of “Small Talk” and finding common grounds Matching non-verbal communication Importance of body language
5	Negotiations Process	Explain how to choose a negotiation strategy based on relationship and result Define positional bargaining Identify the differences between "Soft" and "Hard" negotiating Define principled negotiation. Identify the four steps in the negotiation process
6	Preparing for Negotiations	Identify fears and "hot buttons" as well as strategies to overcome them Identify areas to research on your side and on your opponent's side Define your BATNA (best alternative to a negotiation agreement), WATNA (worst alternative to a negotiation agreement), WAP (walk away point) and ZOPA (zone of possible agreement) Skill practice - Prepare for your personal negotiation situation
7	Open the Negotiations and Bargain Information	How to create a positive first impression The importance of "small talk" and finding common grounds to exchange information Setting ground rules to influence a negotiation Identify important negotiation ground rules Identify contingency plans for unfavorable situations Learn bargaining techniques Strategies for inventing options for mutual gain
8	Handle Opposition and Close Negotiations	Strategies to bring your opponent from NO to YES Identify strategies to deal with negative emotions Natural Reward Strategies Understand the closing process and move from bargaining to closing

Expert

Manmeet Kalra

Manmeet Kalra a.k.a Coach Mans has been involved in Coaching, Career Strategist, Training and Leadership Consultant who has worked with individuals, executives, and team management. With a goal to nurture, improve productivity and performance of talent. A trained PSMB trainer and Associate Certified Coach by ICF (ACC). Manmeet moved on from his career in IT for 20 years in order to be true to his values and discovery, Coaching, learning, and leadership. He found his passion in helping young managers, those who are ambitious in their careers bringing out the best in their potential. As a coach and Trainer, Manmeet is known for being authentic, positive, inspiring, challenging, and is very present with a warm style of interacting with his audiences and clients. Manmeet aligns the mind and hears to build trust. The vase experience and life-threatening experience (Lost in the jungle, London Bombing attack victim, and Civil war outbreak in Nigeria) have taught Manmeet how to deal with difficult situations. Manmeet's focus is to work with young leaders that are new to management to help grow /nurture and guide them to becoming successful leaders in an organization. In his career, he has seen how young managers struggle to make ends meet, delegate or even gain respect from their downlines that have driven Manmeet to go on that path of coaching them. Manmeet has accumulated more than 300 hours Coaching individuals as a Career Strategist using my Fast Track your Career Growth Method Looking for a new job. by working on their Resume, Interview, and Elevator pitch. Looking for a career change - Use Manmeet Meet 5 Steps to achieve your goals. Looking to move up in their career path - Use Manmeet Meet 5 Steps to achieve your goals. Having an 85% rate of success in getting people jobs after they were retrenched will be great “aha” moments. He has trained more than 200 people of all ages and nationalities in the ASEAN region such as Malaysia, Thailand, Singapore, Myanmar, and Vietnam. Rank from between C- levels, Directors, mid-level managers. Coach Mans understands various cultures since he has lived in Thailand for 10 years, the UK for 2.5 years, and Malaysia. Language: Fluent in English, Thai, Punjabi, Hindi, and Malay.