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Brochure Effective Negotiation Skills Training

The document discusses a training course on effective negotiation skills. It provides an overview of what will be covered in the training, including understanding different types of negotiations, learning negotiation phases and techniques, and practicing negotiations through scenarios. Key concepts that will be addressed include WATNA, BATNA, WAP, ZOPA, bargaining strategies, reaching consensus, and dealing with difficult issues. The goal is for participants to gain practical negotiation skills that can be applied in various workplace situations.

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346 views5 pages

Brochure Effective Negotiation Skills Training

The document discusses a training course on effective negotiation skills. It provides an overview of what will be covered in the training, including understanding different types of negotiations, learning negotiation phases and techniques, and practicing negotiations through scenarios. Key concepts that will be addressed include WATNA, BATNA, WAP, ZOPA, bargaining strategies, reaching consensus, and dealing with difficult issues. The goal is for participants to gain practical negotiation skills that can be applied in various workplace situations.

Uploaded by

Support ALPrograms
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PDF, TXT or read online on Scribd
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Advanced Learning Programs

Paul Mendoza-Director
Email/Mobile: [email protected] / 9176247037
[email protected] Phone:
(02) 7-902 0992 / (02) 7-506 8016
Effective Negotiation Skills is required everyday when communicating within any business or
organization. You negotiate constantly – with colleagues, employees, clients and business partners.
EFFECTIVE NEGOTIATION SKILLS TRAINING helps you become a better negotiator.

Negotiation is a method by which people settle differences. It is a process by which compromise or


agreement is reached while avoiding argument and dispute.
In any disagreement, individuals understandably aim to achieve the best possible outcome for their
position (or perhaps an organisation they represent). However, the principles of fairness, seeking
mutual benefit and maintaining a relationship are the keys to a successful outcome.

Negotiations occur frequently within the workplace and may occur between coworkers, departments or
between an employee and employer. Professionals may negotiate contract terms, project timelines,
compensation and more. Negotiations are both common and important, so it’s helpful to understand
the types of negotiations you might encounter as well as how to improve your negotiation skills.
Effective Negotiation Skills training course addresses all three requirements by providing practical
negotiation techniques applicable in various situations. While gaining proficiency in negotiation
requires practice, this course will provide you with tips for competent pre-negotiation planning. It will
also allow you to work in pairs or small teams to prepare for situations that require negotiation.

In this Negotiation Skills training course you will learn theories and obtain the opportunity to apply
them to different scenarios.
Explain the basic types of negotiations
Learn the phases of negotiations & gain the skills necessary
forsuccessfully negotiating
Apply basic negotiating concepts (WATNA, BATNA, WAP & ZOPA)
Lay the groundwork for negotiation
Identify what information to share & what information to keep toyour self
Master basic bargaining techniques
Apply strategies for identifying mutual gain
Demonstrate how to reach a consensus & set the terms ofagreement
Deal with personal attacks & other difficult issues
Apply the negotiating process to solve everyday problems
Negotiate on behalf of someone else
THE WHO, WHEN AND HOW OF BARGAINING AND CLOSING
NEGOTIATION
Distributive and Integrative Bargaining
What we mean by negotiation Negotiation Tactics
Negotiation Styles Making Concessions
Dominant Negotiating Strategies Agreement Finalization
Your Personal Style Reflection
Reflection
CHALLENGES
PREPARING TO NEGOTIATE
Power in Negotiation
Know your BATNA Integrity - The Ethics Test
The Zone of Possible Agreement (ZOPA) Reflection
The Importance of Authority
Reflection
IF WE CAN’T MEET CAN WE STILL
NEGOTIATE?
BECOMING A PRINCIPLED Telephone Negotiation
NEGOTIATOR
Email Negotiation
Introductions Reflection
Separate people from the problem
Interests vs Positions REFLECTIONS
Mutual Gain – growing the pie Create an Action Plan
Objective criteria Accountability = Action
Reflection

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