March 6 @ 9:30 am - March 7 @ 5:00 pm
How to negotiate ethically and professionally in a business environment to get the best possible deal, even if you’ve never led a negotiation before
We negotiate in more circumstances than we may think. At work, for time and resources or with vendors for contractual assignments, and also in our personal lives when purchasing high-value items such as a car or a home.
Yet many of us are poorly prepared to enter into a negotiation and we often fall short of getting the best deal for ourselves and, indeed for the other party. So in this two day course, we’ll cover all you need to know about negotiating in the real world of business.
Why this is Different
Unlike other negotiation courses, we get into the psychology of negotiation as well as the practicalities. And we achieve this though a combination of lectures and discussions centred around SIX practical negotiation exercises designed to put you in the hot seat of real world negotiations where you’ll need to get into the heads of those on the other side of the table.
We do this because learning comes through doing, not viewing. And in the real world, you’ll need to be sharp.
What You Will Become
When you’re done with this course, you’ll be tooled and ready to be a far more effective negotiator in your workplace. With newly developed skills you’ll obtain the best resource allocations, the most advantageous deadlines and the keenest prices and terms for purchases and sales And all in an ethical, mutually-beneficial manner that satisfies all parties and wins respect from senior management, clients and your peers.
Here’s what we’ll cover on this two day classroom course.
|1 The World of Negotiation
|What is negotiation? Questions and more questions. Negotiation and the cost stack.
calculating pricing, what we can afford and when to walk away. When to negotiate.
|Exercise 1 - Ace and King
|2 Principles and Strategies
|BATNA and WATNA, reading others, things to consider. Negotiation styles and Win-Win
negotiating. Building trust and reciprocity. Twelve types of cognitive bias. Handling
|Exercise 2 - Role Plays and Fish Bowl
|NINE negotiating pointers. Positions and interests. Individual versus team negotiation..
Communications and culture. Positioning yourself and your team. The use of timing.
|Exercise 3 - Negotiating for a Grant
|4 Understanding your Opponent
|Preparing your team for a negotiation. Team signalling. What do they really want? Porter's
Five Forces. Body language and signals.
|Exercise 4 - Getting into Their Heads
|5 Further Tools and Techniques
|How close should you be to your customers or clients? Methods to build customer
relations. Low context and high context communications. Power distance, maintaining the
right distance. EIGHT tricks that may be used against you (or you can use).
|Exercise 5 - Applying Tactics and Bluffs
|6 Full Team Negotiating
|Negotiation quiz. Preparation for the final full team multi-round negotiation exercise.
|Exercise 6 - Full Team Negotiating
Please note that although every subject will be presented, the course instructor may decide to mody, or emphasise some topics to match the skill levels and expectations of the course attendees.