A two-day workshop
Any successful business manager will tell you that you never get the deal you deserve – you always get the deal you negotiate!
This two-day workshop includes recent research and practical techniques from the Harvard Business School Negotiation Project and provides a unique opportunity to learn and practice these skills in a safe environment using up to date materials and life-like practice negotiation case studies.
learning objectives
- Understand the basics of negotiation
- Develop negotiating skills
- Increase their business acumen
- Develop their communication skills
- Learn the models, techniques and tools for an effective negotiation
- Identify the barriers to agreements
- Close the deal
Session outline
1. What is negotiation?
- Key skills for negotiation
- Types of negotiation
- Win-lose negotiations versus Win-win negotiations
- Wise agreements and Principled Negotiation
2. Four key negotiating concepts
- BATNA – Best alternative to negotiated agreement
- Setting your reservation price
- ZOPA – Zone of possible agreement
- Creating and trading value
3. Business acumen
- Understanding pricing, gross margins and profit
- Knowing the key points on which to negotiate
4. A Four Phase Model for negotiation
- Nine steps to successful planning
- Discussing a deal – creating and claiming value
- Making and framing proposals
- Bargaining for the winning deal
5. Effective communication
- Effective questioning
- Active listening skills
- Understanding and interpreting body language
- Barriers to effective communication
6. Understanding influence and persuasion
- Influencing strategies
- Ten proven ways to influence people
- Six universal methods of persuasion
- Understanding why people do business with other people
7. Negotiating tactics
- Tactics for win-lose negotiations
- Tactics for win-win negotiations
- Effective team negotiating
- Understanding and using powerv
- What do you do when the other side has more power?
8. Barriers to agreement
- Common barriers to agreement
- The Negotiators Dilemma
- Dealing with die-hard negotiators
- Dealing with lack of trust
9. Potential barriers to cross-border agreements
- Understanding business methods and practice in other cultures
- Figuring out who has the power and who makes decisions
- Recognising and dealing with cultural differences
- What’s OK here might not be OK there
10. Closing the deal
- Four steps to closing the winning deal
