Program Overview
Everyone negotiates! On key factor that contributes
towards an organisation’s success is its people’s ability to
negotiate effectively – with internal customers, external
customers, suppliers & all the stakeholders. The Negotiation
Skills Programme is designed to inculcate participants with
competencies that will enable them to work cohesively towards
personal & organisational goals.
Target
Audience
Managers and staff who are required to negotiate
with their customers, suppliers and employees respectively.
Learning Objectives
§
Understand the concept & basic principles of
negotiation
§
Learn the impact of individual personality on
negotiation styles
§
Understand the negotiation process
§
Learn & apply tools and techniques for
effective negotiation
§
Apply interpersonal skills to influence a
‘win-win’ outcome
§
Know when to apply ‘lose-win’ strategy to
achieve negotiation success
§
Confidently handle difficult people, difficult
situation and negotiation breakdowns
Program
Content
1. Applying the Basic Principles in Negotiation
· Understanding
the ultimate goal of negotiation
· Types
of negotiation – internal and external
· Focusing
on need, not position
2. Understand Characteristics of Negotiation
· Inherent
feature of conflict
· Influencing
assumptions and expectations
· Negotiation
styles and roles
· Balance
of power
3. Using Key Interpersonal Skills
· Listening
skills & reading body language
· The
power of questions
· Handling
breakdowns, difficult people & situations
4. Setting The Goal of
Negotiation
· Openness and trust
· Influencing a ‘win-win’ outcome
· Applying ‘lose-win’ strategy for
overall success
5. Managing the Negotiation Process
· Preparing to negotiate
· Making proposal
· Debating & Bargaining
· Closing
Methodologies
Group discussions and presentations,
Case-Studies, Role Plays, Experiential, Fun Activities, Interesting
Lectures
Library
of Courses