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People who can master the art of negotiation find they can save time, save money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in the workplace.
Negotiating is a fundamental fact of life at any level. Whether you are working on a project or fulfilling support duties, this session will provide you with a basic comfort level to negotiate with both internal and external clients. This interactive session includes techniques to promote effective communications and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.
Points discussed include:
* The benefits of good negotiation
* The importance of preparing for the negotiation process, regardless of the circumstances
* Various negotiation styles and their disadvantages and advantages
* Strategies for dealing with tough or unfair tactics
* How to develop alternatives and recognize options
* Basic negotiation principles, including BATNA, WATNA, WAP and the ZOPA
Training Course Outline
During this session, participants will explore how to establish common ground and how to use ground rules.
Exchanging Information
This session will look at how to exchange information, and what to do if the negotiation gets off to a bad start
The Bargaining Stage
Participants will learn six techniques for negotiating success and they will have an opportunity to practice and observe these techniques through a role play.
Inventing Options for Mutual Gain
Next, participants will learn about the four obstacles to mutual gain, and how to turn them into negotiation advantages.
Getting Past No and Getting to Yes
This session will look at ways to get past no and how to break an impasse, so that you can get to “yes.”
Dealing with Negative Emotions
During this session, participants will explore some ways to deal with negative reactions during a negotiation.
Moving from Bargaining to Closing
Next, participants will learn how to tell when it’s time to move from the bargaining phase to the negotiation phase.
The Closing Stage
This session will discuss ways to build win-win solutions, achieve a sustainable agreement, and reach consensus.
Session Wrap-Up
At the end of the day, employees will have an opportunity to ask questions and fill out an action plan.
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