About This Training Course

Whether you are negotiating a contract with a supplier or the price of a car with a dealership, your negotiation skills directly influence the result you get. This 2 day Negotiation Skills Training Course will examine how you can apply a win-win collaborative approach to negotiation to produce better outcomes for yourself and your organisation. You will learn how to plan your negotiations for positive, long-term results.

Subjects Covered

This Negotiation Skills Training Course covers the following subjects:

DEFINING NEGOTIATION
• What is negotiation?
• The nature of negotiation
NEGOTIATION STYLES
• Negotiation styles
• Competitive negotiators
• Concessional negotiators
• Collaborative negotiators
• What is your style?
• The approach
POSITIONAL AND PRINCIPLED NEGOTIATION
• Positional negotiation
• Principled negotiation
EXPERT NEGOTIATION SKILLS
• Characteristics of expert negotiators
• Questioning
• Probing to get to the core
• Reframing
• Negotiating with objective criteria
• Dealing with negative emotions of others
PLANNING BEFORE THE NEGOTIATION
• Preparing to negotiate
• The planning process
• Identifying your personal objectives
• Identifying their personal objectives
• Create options for mutual gain
• Total Resistance Point (TRP)
• Best Alternative to a Negotiated Agreement (BATNA)
• Negotiation Planning worksheet
• Negotiation Role Play Rating Sheet
THE NEGOTIATION MEETING
• During the negotiation
o Clarify the issue, purpose and outcome
o Discuss underlying interests
o Generate options
o Evaluate your options
o Agreement
• Negotiation Planning Worksheet
• Negotiation Role Play Rating Sheet

RESISTANCE, TACTICS AND GAMES
• Dealing with tough negotiators
• Challenging
• Responding to resistance from others
• Using tactics
• Identify unfair tactics
• Points of contention
• Handling aggressive behaviour during a negotiation
• Negotiation Planning Worksheet
• Negotiation Role Play Rating Sheet
FOLLOW UP AFTER THE NEGOTIATION
• Follow up after the negotiation
• Action planning
• Reviewing the negotiation
• Negotiation Review Sheet
ACTION PLAN
• Action Plan
• References and other Reading

Training Course Outcomes

At the end of this Negotiation Skills Training Course participants will be able to:
• Define negotiation and where it occurs in your workplace
• Thoroughly plan to achieve your desired outcomes in negotiation
• Outline a process to follow when conducting a negotiation
• Identify challenges in negotiation and demonstrate strategies for dealing with resistance and tough negotiators
• Identify different types of negotiation tactics and create strategies for dealing with them
• Describe and use different negotiation styles
• Explore the differences between principled and positional negotiations
• Identify the characteristics of effective negotiations
• Demonstrate the fundamental skills used by expert negotiators

Prerequisites

This Negotiation Skills Training Course requires no prior training or experience.

Other Information

RECOMMENDED ATTENDEES: The two-day Negotiation Skills Training Courseoffers a more in-depth look at each topic and is recommended for anyone who will be negotiating on a regular basis.

If you need further information contact Startnextweek.com.au on 1300 728 102