Learning Outcomes
Negotiation skills are essential in the pressurised work environment of today, yet few managers have been trained to respond confidently in the face of these stresses.
Inter-personal, intergroup and structural conflicts all point to the need for more effective tools for lasting problem solving through negotiation. It is thus important for managers, supervisors and customer service staff to become familiar with the principles, processes, and techniques of negotiation management.
Programme Outline
Day 01
- Introduction
- The importance of negotiations and agreements
- Building the relationship
- The negotiations cycle
- Informing people about the negotiations process
- Persuading through discussion
- Qualities of good negotiators
- Facilitating the negotiation process
- Communicating in a negotiations environment
- The do’s and don’ts of negotiations
Day 02
- Understanding different negotiation styles
- Negotiation strategies
- Principled negotiation strategy
- Positional negotiation strategy
- Know your BATNA
- A comparison of negotiation tactics
- Closing tactics
- Concluding a negotiated settlement
- Strong and weak agreements
- Communicating the agreement to the parties
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