Everyday, everyone must negotiate to achieve their goals. From merging into traffic on the way to work or getting a colleague to help meet a deadline, we are always negotiating. By seeing all interpersonal transactions as negotiations and by learning the basics of negotiation and influence techniques, we can all greatly enhance our organizational effectiveness.
The Effective Negotiation: Beyond Win-Win! training course will teach the secrets used by master negotiators to achieve their objectives while gaining new allies at the same time. This course will cover the different negotiation and conflict styles, how to get ready to negotiate, and the process of win-win or interest based negotiations. You will learn to deal with people who play games or use hardball tactics such as needing to get their manager's approval, walking away from negotiations, or blowing up to get their way. You will learn to handle difficult situations such as when you must negotiate from weakness or when negotiation erupts into conflict. In short, you will learn all the strategies needed to move your counterpart into a negotiation and then move the outcome to a win/win.
Upon completion of Effective Negotiation workshop, delegates will learn to:
- Determine their own negotiation style and evaluate it for effectiveness
- Understand when to negotiate and when to employ alternative strategies
- Explore the three modes of negotiation
- Move a negotiation toward a win-win or interest-based solution
- Differentiate between "sales" and "ideas" negotiation and use each effectively and appropriately
- Create a negotiation plan of preparedness
- Use the seven-step process for negotiating successfully
- Use perception as your ally when introducing new ideas
- Negotiate successfully from weakness
- Negotiate effectively in adversarial relationships
- Handle situations that are complex or have political implications
- Deal with those who refuse to negotiate
- Reach agreement with a non-committed counterpart