Details
Negotiation is a fact of life. We are constantly negotiating in our daily life. Consciously or unconsciously everyone negotiates something every day, at home with other members of the family, with our neighbors and other people in the community,
in the office with our bosses and peers, with our customers etc.. People differ, and we use negotiation to handle our differences. Yet not very many are good at Negotiation. In fact some people fear to negotiate.
OBJECTIVES:
As a result of participation and application of learnings, participants will be able to:
WHAT PARTICIPANTS WILL LEARN:
METHODOLOGY:
The workshop will employ various learning methodologies and techniques that are effective and appropriate for adult learning. Depending on the objectives and nature of a specific session, techniques and methods such as: group dynamics, assessment instruments, group discussions, action planning, lecturettes, role playing, etc., will be utilized in a balanced and synergistic manner.
PROGRAM DURATION:
3 days or equivalent to 24 hours.
OBJECTIVES:
As a result of participation and application of learnings, participants will be able to:
- Illustrate the negotiation process
- Understand the similarities and differences of negotiation vis-a-vis personal selling
- Demonstrate the value of selling skills in negotiation
- Assess their negotiation skills and apply selling skills in negotiation
- Identify the two common types of negotiators and the problems associated with each
- Observe non-verbal communication in identifying the other party’s interests and “buying motives”
- Understand what constitutes a good agreement (Win-Win agreement)
- Adapt the Win-Win method (strategy) in negotiation as a better alternative to “Positional Bargaining”
WHAT PARTICIPANTS WILL LEARN:
- Course Introduction
- What is Negotiation?
- When can we use negotiation?
- Why do some people fear to negotiate?
- What motivates people to negotiate?
- What constitutes a good agreement?
- What are the two main types of negotiation?
- What are the important traits of a good negotriator?
- What is Win-Win Negotiation?
- What are the common strategies and tactics used in Negotiation? - Negotiation: Defined And Contrasted With Selling
- Two common definitions of negotiation
- Similarities and differences between selling and negotiation
- Attitudes we all share about negotiation
- Primary motivation in a negotiation
- The six buying motives
- Where can we use negotiation - Negotiation skill practice #1 : Land Sale Exercise
- L istening
- O bserving
- V erifying
- E xplaining
- P robing - Two main types of negotiators
- What motivates us in negotiation; Interest or Position?
- Key to successful negotiation
- The two main types of negotiators - The Win-Win Method Of Negotiation
- People: Separate People From The Problem
- Interest: Focus On Interests, Not Positions
- Options: Develop A Variety Of Options For Mutual Gain
- Standards: Agree To Use Objective Standards - Win-Win Strategy 1: Separate people from the problem
- Human aspect of Negotiation
- Two kinds of interests of a negotiator
- Three basic people problem: Communication, Emotion and Perception - Win-Win Strategy 2 : Focus on interests not positions
- Explore interests
- Make your interests come alive
- Be hard on the problem, soft on people - Win-Win Strategy 3: Develop a variety of options for mutual gain
- Obstacles that inhibit crafting of options
- Separate the act of inventing from the act of judging
- Broaden options; don’t look for a single answer
- Search for mutual gains
- Help them make their decision easy - Win-Win Strategy 4: Agree to use objective standards
- Why use objective standards?
- Developing Objective Criteria
- Negotiating with objective criteria - Developing a BATNA (Best Alternative to a Negotiated Agreement)
- Invent a range of alternatives if no agreement is reached
- Improve some of the most promising alternatives
- Select tentatively the best alternative
- Consider the other party’s BATNA
- Helpful tips: When the other side displays power - General Tactics
METHODOLOGY:
The workshop will employ various learning methodologies and techniques that are effective and appropriate for adult learning. Depending on the objectives and nature of a specific session, techniques and methods such as: group dynamics, assessment instruments, group discussions, action planning, lecturettes, role playing, etc., will be utilized in a balanced and synergistic manner.
PROGRAM DURATION:
3 days or equivalent to 24 hours.
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OUR MISSION
We are a spiritually-directed team of organizational and human resources development professionals and career development experts who are anchored on Christian values. We deliver to our clients learning programs and tools, and consulting and coaching services which facilitate personal growth and organizational productivity.
All these we do for the glory and honor of God from whom all blessings flow.
CORE VALUES
We have a stake in the development of people and organizations. Our core values bridge our aspirations with reality in the form of our service to God, our country, our client organizations and their employees.
CUSTOMER SERVICE
The satisfaction of our customers, exceeding their expectations and delighting them, become the yardstick by which we measure and evaluate the quality of our training programs, and of our consulting, counseling and coaching services.
EXCELLENCE
We continuously seek to improve our training programs and services because we are never satisfied with what we do in the present. To us, there is always a better way.
PROFESSIONALISM
We recognize that we cannot give what we do not have. So we constantly seek to enhance our personal, professional and spiritual growth and career development. Only then can we put meaning and infuse the proper attitudes and Christian values into our work and dealings with our customers. ...
We are a spiritually-directed team of organizational and human resources development professionals and career development experts who are anchored on Christian values. We deliver to our clients learning programs and tools, and consulting and coaching services which facilitate personal growth and organizational productivity.
All these we do for the glory and honor of God from whom all blessings flow.
CORE VALUES
We have a stake in the development of people and organizations. Our core values bridge our aspirations with reality in the form of our service to God, our country, our client organizations and their employees.
CUSTOMER SERVICE
The satisfaction of our customers, exceeding their expectations and delighting them, become the yardstick by which we measure and evaluate the quality of our training programs, and of our consulting, counseling and coaching services.
EXCELLENCE
We continuously seek to improve our training programs and services because we are never satisfied with what we do in the present. To us, there is always a better way.
PROFESSIONALISM
We recognize that we cannot give what we do not have. So we constantly seek to enhance our personal, professional and spiritual growth and career development. Only then can we put meaning and infuse the proper attitudes and Christian values into our work and dealings with our customers. ...
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