Workshop Outline

Art of Negotiating: Applying Principled Negotiation Techniques

Duration: 2 Days – Course No. A-AN

 

workshop overview

Negotiation is not simply a matter of two or more people coming together to discuss and reach agreement. In this workshop, you’ll learn the structure of negotiation, its approaches, and the skill to conduct effective negotiations and how to establish the basis for successful negotiation long before you speak.

 

who should attend?

◦     For all levels of management but in particular mid- to senior-level management and professionals who have critical, continuing, day-to-day responsibilities to be effective as negotiators. Project leaders and operations managers

◦     Newly appointed managers and experienced managers who wish to learn about current thinking and new techniques in this important aspect of management

◦     Sales and marketing representatives

 

description

Understand the Complexity of Negotiation

◦     Understand the various negotiating styles

◦     Identify the advantages and disadvantages of the varying styles

◦     Understand the relationship between negotiation and leadership

◦     Find out how to employ the “principled negotiation” method

 

Principles of Effective Negotiation

◦     Learn how to establish the negotiating climate

◦     Find out how to deal with people issues in the negotiation

◦     Discover how to identify and probe on the real issues

◦     Learn how to invent options for mutual gain

◦     Develop the skills to protect yourself

 

Acquire the Skills of an Effective Negotiator

◦     Develop effective communication skills

◦     Learn how to deal with resistance, hostility and anger

◦     Find out how to probe for information and underlying concerns

 

after the workshop, you will be able to:

◦     Comprehend what is really going on in a negotiation, regardless of the words spoken

◦     Project from a position of strength and learn to negotiate for “win/win”

◦     Anticipate and deal effectively with conflict when it arises in the negotiation

◦     Develop strategies and counter-strategies

 

other features

◦     In this workshop, you’ll learn how to evaluate situations, employ negotiation strategies, tactics and techniques, and practise these skills in a supportive learning environment

◦     Group size is limited to 20

◦     Participants will receive a Nexient Certificate of Completion

 

 

CONTACT

1.866.525.7272
www.nexientlearning.com