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You Will Learn How To
- Conduct principled negotiations that result in wise agreements
- Incorporate a process approach into your negotiation skill set
- Formulate communication strategies based on various situations
- Develop a confident negotiating style to deflect tough tactics
- Apply practical psychology principles to negotiate effectively
- Enhance your negotiation skills by applying good practices in real-world settings
Course Benefits Many interactions in a professional environment involve a series of negotiations whose outcome could be the difference between success and failure. In this course, you acquire the knowledge to develop sophisticated negotiating skills crucial to achieving desired results and building strong relationships while keeping business alliances intact. You gain experience through negotiation simulations and practice sessions which build a powerful negotiation toolkit.
Who Should Attend Anyone responsible for negotiating the best possible terms of an agreement in public and private sectors and those negotiating resources and deliverables in a project environment.
RealityPlus™ Through intense, practical scenarios, you acquire a robust set of negotiation skills and gain experience in:
- Practising real-world negotiation scenarios
- Role-playing "tough" situations to develop powerful negotiation skills
- Building effective negotiation strategies using SWOT, Johari Window and profiling
- Identifying hidden agendas and taking action
- Timing the start and close of negotiations
- Effectively handling moves and turns
- Applying E.I. and M.I. knowledge for an extra edge in your negotiations
- Transferring lessons learned to real-world negotiations
Course Content Defining the Negotiation Environment
- The impact of culture on effective negotiation
- The range of negotiation styles and practices
- Managing an effective negotiation environment
- Differentiating win/win from win/lose
- Defining the wise agreement
The Psychology of Successful Negotiation
Applying motivation best practices
- Assessing the communication profile of negotiating parties
- The impact of beliefs and values
- Creating and adjusting plans based on SWOT analysis
- Identifying Emotional Intelligence (E.I.)
- Multiple Intelligence (M.I.) and communication filters
- Analysing communication strengths and challenges
Listening actively for effective negotiation
- Developing rapport
- Drafting an iterative negotiating plan
- Mapping E.I. and M.I. to improve communication
- Recognising and valuing diversity in others
Dealing with Tough Negotiations
Common tough tactics
- Intimidation, games and tactics
- Countering moves of classic manipulators
- Challenging conventional wisdom on tough tactic effectiveness
Principled responses to tough tactics
- Negotiation tactics for effective outcomes
- Revealing unprincipled moves and motivations
- Countering the win/lose mind-set
- Managing emotional pressures
Powering Up Principled Negotiation
What is principled negotiation?
- Elements of principled negotiation
- The 5-step negotiation process model
- Payoffs of principled negotiation
Standards for principled negotiation
- Baselining negotiation standards
- Building a wise agreement
- Efficient and ethical negotiation approaches
Planning Wise Negotiation Outcomes
The components of a negotiation plan
- Structuring positional analysis with the Johari Window
- Clarifying potential outcomes
- Leveraging the power of BATNA
- Tailoring your situational approach
Forming a negotiation preparation plan
- Successful negotiation planning
- Balancing plan components
- Crafting a negotiation plan
- Testing plan feasibility
- Future-proofing your plan
Setting the stage for successful negotiation
- Logistics for successful outcomes
- Anticipating logistical power plays
- Building psychological readiness
- Physical fitness for negotiation success
Managing the Negotiation
Conducting a principled negotiation
- Recognising hidden agendas
- Making the most of start and stop signals
- Knowing when to Agree, Bargain, Control or Delay (ABCD)
- Gaining collaboration and support
- Sustaining positive momentum
Informal and formal negotiations
- Distinguishing watercooler vs. boardroom strategies
- Choosing when, and when not, to formalise
- Gauging the best way to close the deal
Applying Your Skills in an Authentic Environment
Developing agile strategies
- Moving from one-to-one to interteam negotiations
- Deploying an iterative process
- Conducting matrix problem solving
Best practices of principled negotiation
- Arriving at wise agreements
- Creating efficacy in the negotiation process
- Delivering ongoing value through positive relationships and reduced stress
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PMI R.E.P. logo is a registered mark of the Project Management Institute, Inc. RealityPlus TM is a trademark of Learning Tree International, Inc.
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Course participants practising negotiation strategies.
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Average Attendee Evaluation
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"This year I attended a Learning Tree Course because I was interested in gaining a proper framework for some particular management practices—and that's exactly what the course gave me. I found that it was a terrific learning environment and very professional all around. In addition, the fact that the instructor was able to relate examples from her own personal experiences really made the content come alive for us. Even the role playing—which I usually don't like—I quite enjoyed on this course".
– M. Bebbington
Shell UK
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