| Negotiating Skills |
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Introducing NEGOTIATING SKILLS A practical workshop to enable you to get others to say "yes" to your ideas. Learn how to:
BACKGROUND The workplace today is in turmoil. Rocked by rapid change, more intense competition and greater independence nationally and globally, managers are required to build commitment to change, rapidly. To meet goals and retain our jobs, people require the collaboration of others who might want something different from ourselves. To resolve these differences, we need to negotiate with others and to be successful in doing so over and over each day. New research on negotiating has changed the way managers and others negotiate. This workshop has been designed to provide managers with an opportunity to analyze their own negotiating styles, to develop a practical understanding of effective negotiating behavior's and to improve their ability to plan and conduct successful negotiations on each of the issues they face at work and at home. The workshop will be customized using hands-on exercises, case discussions, and simulations that "fit" with the real world of the participants. WHO SHOULD ATTEND Anyone needing to be more influential in formal and informal negotiations. DURATION 1 to 2 days depending on the learning objectives and experience of the participants. OBJECTIVES Participants attending this workshop will learn to:
THE WORKSHOP PROCESS At this fast paced, skill-laden workshop, you will get the skills, confidence and tools to bring about a revolution in the way you negotiate. Participants will learn by listening, seeing and above all, using hands-on practice. They will also gain from ongoing feedback from their peers and the facilitator. We will use customized case studies and simulations that participants find relevant to their world. THE AGENDA BACKGROUND A definition of negotiating. Situations that require you to intervene. Developing a model of the negotiating process. The three possible outcomes. Recognizing and creating the opportunity for mutual gain, and ensuring that you get a fair share of the pot. THE USE OF POWER What is power? How do you get it? Is it good or bad? When to use it. What power do you use? The power you should use? Using legitimacy, precedence and risk-taking. How to generate competition. Dressing for success. Assessing the risk: when to go for broke and when to "cash in your chips". Using the power of knowledge and charisma. The upside and drawbacks associated with the power of your position and connections. CREATIVITY IN NEGOTIATIONS The importance of doing your homework. Thinking "out of the box". Getting your "opponent" to think differently. The importance of "what if" statements. WHEN TO NEGOTIATE Picking the right opportunities for success. How to get value for your effort. COMMUNICATING FOR COMMITMENT How to gather information. Finding out what the other party really wants. How to read non-verbal cues. Asking the right questions. Ten golden rules of listening. When to give information and risk "showing your cards. DEADLINES Time can be on your side. How to determine real vs. artificial deadlines. How to use organizational pressure. DIRTY TRICKS What are dirty tricks? How to recognize them. Four strategies to deal with them. When you should use them. BUILDING RELATIONSHIPS The difference between short and long term negotiations. How to develop trust. The value of humility. When to be humble. When to concede. When to ask for concessions. |