Negotiation is a core activity for professionals across various functions, including human resources, purchasing, marketing, operations, projects, finance, and more. Every corporate professional must negotiate with team members and stakeholders to achieve desired outcomes.

This workshop is designed to expand your understanding of negotiation concepts, equip you with proven techniques, and help you overcome both emotional and rational biases. You will explore complex negotiation scenarios, discover a range of competitive and cooperative strategies, and have the opportunity to put your learning into practice.

Key Takeaways

• Lead Effectively at the Bargaining Table: Develop the skills to negotiate confidently, even with the toughest opponents.
• Resolve Complex Conflicts: Learn to navigate and resolve multi-faceted disputes.
• Think Strategically: Enhance your ability to think clearly, make smarter moves, and create a foundation for more productive negotiations.
• Manage Manipulative Tactics: Identify and counter common manipulative tactics used by difficult individuals.
• Understand Your Negotiation Style: Gain insight into how you respond to conflict and learn to manage your strengths and weaknesses for more effective negotiation.
• Evaluate Key Negotiation Concepts: Understand your Best Alternative to a Negotiated Agreement (BATNA), establish a Zone of Possible Agreement (ZOPA), and apply the mutual gains approach to negotiations.

Salient Features

• Real-Life Case Studies: Role plays will be based on real-life situations to provide practical experience.
• Securing the Best Deal: Learn the importance of clinching the best possible agreement.
• Trading Variables: Understand how to trade off different factors in negotiations.
• Objection Handling: Master the art of converting a “no” into a “yes,” deciphering body language signals, and managing interpersonal communication to guard against negative pressures.
• Negotiation Dos and Don’ts: Learn the essential principles to follow and pitfalls to avoid.
• Personalized Feedback: Receive individual attention to identify and improve areas of your negotiation skills.

Course Content

• Preparing to Negotiate:
• Conducting thorough research and preparation.
• Differentiating between positions and interests.
• Developing strategies for value creation.
• Using open-ended questions to gain deep insights.
• Negotiating Multiple Issues Simultaneously:
• Developing and leveraging your BATNA.
• Understanding and applying ZOPA, reservation prices, and package reservation values.
• Self-Assessment:
• Identifying your personal negotiating style.
• Shifting the balance of power in negotiations.
• Negotiating in Different Power Dynamics:
• Strategies for negotiating with powerful suppliers or customers.
• Techniques for negotiating effectively without power.
• The Psychology of Negotiation:
• Handling situations when reason fails.
• Managing egocentrism and its impact on negotiations.
• Developing strategies for influence.
• Advanced Techniques:
• Using body language and facial expressions to your advantage.
• Recognizing and interpreting agreement signals.
• Building strong relationships and dealing with conflict.
• Finalizing Agreements:
• Drafting agreements.
• Adding sweeteners to close the deal.
• Global Negotiations:
• Navigating complex, multi-cultural negotiation scenarios.
• Adjusting strategies to accommodate cultural differences in negotiation styles and interests.

This workshop will equip you with the skills and knowledge to become a more effective negotiator, capable of navigating a wide range of scenarios, from local to global contexts.