Training Series: Negotiation Skills

Introduction

Skills & Techniques to Improve Performance & Effectiveness

Do you usually avoid negotiations because you find them uncomfortable?
Do you spend long nights wide awake when you have to climb out of bed the next morning before sunrise knowing that you have to negotiate one thing or another?
Do lots of your negotiations bring about misunderstandings rather than new worthwhile enterprises?
Have you ever dreamed that you could fly through a deal without being seen as hostile or overconfident?
If your response to the majority of the above questions is YES, then you need a 'helping hand' & if you attempt to focus on these next useful points, you will find that negotiating is easy & learnable
It is usually the variety of expectations, emotions & strategies involved that really applies the pressure to the negotiator, which easily can – and often does steer the process in the wrong direction
In every aspect of business, negotiation has a key role to play. This course is designed to help you achieve your specific negotiation goals whether you are dealing with high value negotiations or want to improve your daily negotiations with colleagues or clients
To ensure this negotiation workshop yields the results required, the trainer utilises the latest research & information incorporating a series of top-notch methodologies. Sign up today to see for yourself how our negotiation workshop will deliver faster & better results plus experience the major improvements made to your current negotiation style
This "Negotiate To Win" course will arm you with a plethora of tools, strategies & tactics you can apply to achieve your key objectives. It also provides a systematic & practical structure which all negotiators whether amateur or experienced can learn & improve from. During the process you will also get to hone & sharpen your communication & interpersonal skills
In this beneficial & practical workshop, you will obtain a solid framework, tools, techniques & skills to negotiate the outcome desired by effectively navigating the negotiation process from preparation stage to successful commitment

Methodology

Blended Learning, Gamification & Experiential Training based on 4Ps: Preparation, Presentation, Practice, Performance.

To make the training effective & thought provoking yet lively & entertaining, the trainer utilises a combination of various training methodologies including a combination of expert input plus practical sessions including:

Expert Input & Instructions
Comprehensive Notes, Workbook & Handouts
Group Discussions, Presentations
Group & Individual Exercises
Video Clips, Brainstorming Sessions
Practical Hands-On Sessions
Demonstrations, Role Play
Relevant Games & Activities
Creative Music, Visualisation, Clearing Techniques
NLP Tools

Course Objectives

By the end of this course you will be able to:

Become a more effective negotiator by developing your "tool kit" of negotiation tactics & strategies
Learn tactics that work in the real world
Master persuasiveness & influence in negotiation
Establish & build instant rapport with the other party
Ensure you do not lose out in any business dealings
Learn to get what you want without generating bad feelings
Turn objections into business agreements
Evaluate your level of confidence & preparation – always know if the other side is telling the truth
Find out how to avoid giving away too much
Analyse & improve to arrive at win-win negotiating outcomes
Master key negotiation techniques required for business success
Be able to practice tactics to prevent & break deadlocks
Learn some of the key negotiation tactics & strategies that top negotiators employ in their business dealing

Who should attend

For junior & middle management

Program Outlines

MODULE 1: STRATEGIC NEGOTIATION – WHAT IS IT?

Assessment: evaluate your strengths & weakness as a negotiator
Assess your personality, behaviour & style of working
Understanding strategic negotiations & deal making
3 components & 4-stage process of negotiation
Set objectives & goals – be very clear what you intend to achieve

Personality Profiling: Give You an Edge & to Build Powerful Relationships Assessment of Strengths & Weaknesses Video Clip on Negotiation – Discussion & Lessons Learnt Factors to Keep in Mind during Preparation

MODULE 2: THE POWER OF PERSUASION & INFLUENCE IN NEGOTIATION

Understanding how persuasion works)
Mastering persuasive language patterns to get what you ask for
Key logical steps to follow & use
Essential sequencing for effective persuasion
How to avoid resistance & sustain influence Influence Game – Demonstrating the Power of Persuasion

Influence Game – Demonstrating the Power of Persuasion

MODULE 3: PREPARING FOR A GOOD NEGOTIATION – SYSTEMATIC & FOCUSED

Key ingredients of the win-win negotiation: content, atmosphere, power balance & procedures
What information to gather & how to go about it
Impact of timing, location & seating arrangement
How to influence the climate of negotiation to your favour
Consider solutions, strategy alternatives & the balance of power

1st Negotiation Activity: Developing Strategies Before Your Negotiation

MODULE 4: OVERCOMING DEADLOCKS & BLUFFING

The secrets that no book or university will teach you!! Learn them all here
Tactics you should know to minimise & overcome deadlocks
Dealing with bluffing, manipulation & dirty tricks
Planning & using questions
Words & language that could swing the deal for you
Improving your active listening skills
Talking your way out of difficult/ win-lose situations
Applying a 6-step process to negotiating conflict
Influencing through the other person’s strategy

Role-Playing Conflict Resolution & Mitigation Activity: Use Of Tactics

MODULE 5: RAISING THE BAR: NEGOTIATING STYLE & POWERFUL TACTICS

Assess yours & your opponent’s style, tactics & strategies
Practical tactics to avoid being “steamrolled” by the other party
Conflict styles & their effects: win-win, winlose, lose-lose negotiation
Tools & rules to move negotiations in the right direction to achieve your goals
Applying convincing strategies
Match style tactics to the issues
Master the 4-step process towards win-win
How to control impulsiveness
How to save face-on both sides
How to benefit from the win-win approach

2nd Negotiation Activity: Strategies & Preparations (Case Study) Win/ Lose Negotiation: XY Game Exercise: Tactics & Strategies Used by Top Negotiators

MODULE 6: BARGAINING & PREPARING TO DEAL - THE HEART OF NEGOTIATION

The process – the 4 steps of bargaining & planning to deal
Anticipating possible objections & rejections
Techniques to influence, persuade, impress & create impact
Questioning technique & the art of asking for what you want
Motivate & engage by reframing ideas & concepts
Increase power using a strong WATNA & BATNA position

3rd Negotiation Activity: Strategic Negotiation & Deal Making (Case Study 2)

MODULE 7: UNDERSTANDING HUMAN MOTIVATION, BEHAVIOURS & ATTITUDE

Leverage & maximise your strengths
What is the best way to negotiate with different types of personality/ behaviour
Establishing rapport – leading & pacing the other party
Connecting with others through subtle influencing
Anchoring yourself to your preferred mental state
Developing the stamina to persevere & not lose steam in long negotiation
Escalating & de-escalating behaviour

Exercise & Role-Play: Stamina Gym for The Negotiators Rapport Building: Mirroring & Matching, Pacing & Leading

MODULE 8: MANAGING EMOTIONS DURING

Maintaining composure & confidence
Eliminating negative emotions
Preventing provocations & conflicts in both sides
Dealing with situation where power is in the hand of the other party
The 8 primary emotional appeals
4 most positive emotion that will compel a person to strive for & to achieve
2 most negative emotions that will compel a person to try & avoid
15 most persuasive words that will drive a person to make a commitment

Role Play - Emotion Management Skills for Negotiators

MODULE 9: THE MILLIONAIRE MINDSET FOR NEGOTIATION

Calculating risks & caution
Break self-defeating behaviour patterns
Using subliminal & mind mastery techniques
How to condition & program your mind to get the deal
How to master your mind to ensure negotiation success

Mind Mastery Techniques to Blow You Away!!

Facilitator & Details

Negotiation Skills

Date: 06 July & 07 July 2022 (Wednesday & Thursday)