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The Art of Negotiation

Although people often think of boardrooms, suits, and million dollar deals when they hear the word negotiation, the truth is that we negotiate all the time. Through this workshop participants will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating. The Negotiation Skills workshop will give your participants a sense of understanding their opponent and have the confidence to not settle for less than they feel is fair. Your participants will learn that an atmosphere of respect is essential, as uneven negotiations could lead to problems in the future.

Topics covered in this course

Understanding Negotiation

Three Types of Negotiations, The Three Phases, Skills for Successful Negotiating.

Getting Prepared

Establishing your WATNA and BATNA, Identifying your WAP, Identifying your ZOPA, Personal Preparation

Laying the Groundwork

Setting the Time and Place, Establishing Common Ground, Creating a Negotiation Framework, The Negotiation Process

Phase One - Exchanging Information

Getting off on the Right Foot, What to Share, What to Keep to Yourself

Phase Two - Bargaining

What to Expect, Techniques to Try, How to Break an Impasse

About Mutual Gain

The Three Ways to See your Options, About Mutual Gain, Creating a Mutual Gain Solution, What do I want? What do They Want? What do We Want?

Phase Three - Closing

Reaching Consensus, Building an Agreement, Setting the Terms of the Agreement

Dealing with Difficult Issues

Being Prepared for Environmental tactics, Dealing with Personal Attacks, Controlling your Emotions, Deciding when it's time to Talk

Negotiating outside the Boardroom

Adapting the Process for Smaller Teams, Negotiating via Telephone, Negotiating via Email

Negotiating on Behalf of Someone Else

Choosing the Negotiating Team, Covering all the Bases, Dealing with Tough Questions

The Extended DISC ModelUnderstanding the DISC behavioural styles (D, I, S and C) and their attitude toward teamwork

Identifying your style and the styles of others in your team.

Team Exercise Identifying styles in your teamInterpretation of the Extended DISC Team Assessment

What is CultureTeam Types DISC Style Team Cultures

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This course is ideal for

The Art of Negotiation Training is ideal for professionals at all levels who want to enhance their negotiation tactics and achieve fair, effective outcomes in both formal and informal settings. Perfect for team leaders, managers, and anyone involved in regular negotiations, this course will equip participants with the confidence and skills to negotiate with respect and success.