Negotiation is an integral part of everything a business does. It exerts a critical influence on the profitability and market value of the organisation. This course is designed to improve your ability to conduct negotiations, and will but also provide participants an opportunity to practice and reflect on their skills.
Session 1
- Understanding Negotiation
- Types of Negotiations
- Phases of Negotiations
- Skills Require for Negotiation
Session 2
- Getting Prepared
- Establishing Your BATNA and WATNA
- Identifying Your ZOPA
- Personal Preparation
Session 3
- Laying the Groundwork
- Setting the Time and Place
- Establishing Common Ground
- Creating a Negotiation Framework
- The Negotiation Process
Session 4
- Dealing with Difficult Issues
- Being Prepared for Environmental Tactics
- Dealing with Personal Attacks
- Controlling Your Emotions
- Deciding When to Walk Away
Session 5
- Negotiating Outside the Boardroom
- Adapting the Process for Smaller Negotiations
- Negotiating via Telephone
- Negotiating via email
Session 6
- Negotiation Tactics – Identifying and dealing with them
- Negotiating out of a Dispute
- Cross Culture Negotiations
- Closing
