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

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