Negotiating Skills

Introducing

NEGOTIATING SKILLS

A practical workshop to enable you to get others to say "yes" to your ideas.

Learn how to:

  • Maximize your power;
  • Create win-win outcomes;
  • Discover the needs of others in order to satisfy them and then have your needs met;
  • Use time as a negotiating weapon;
  • Get others involved so that they solve your problems;
  • Assess risk and use it as a source of power.

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:

  • Get others to say "yes";
  • Influence change;
  • Build enthusiasm for your ideas;
  • "Trade" benefits;
  • Be creative in finding mutually acceptable solutions;
  • Gather information to identify the "opponents" needs;
  • Read non-verbal signs that tell you what others are thinking and feeling about your proposals;
  • Understand that you have much more power that you ever believed;
  • Maximize your power;
  • Generate competition;
  • Assess risk and use it to your advantage;
  • Differentiate between real and artificial deadlines;
  • Handle stressful situations;
  • Know when to negotiate and when to withdraw;
  • Work collaboratively to produce win/win situations;
  • Recognize and deal with "dirty" tricks.

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.