Effective Communication Influential and Negotiation Skills

Course Objectives

• Sequence your statements efficiently to get maximum effect.
• Deliver your potentially negative message and get a good response.
• Use a simple technique to reinforce behaviour of team members.
• Say No and be loved for it!
• Understand the basic types of negotiations and the phases required for success.
• Understand the concepts: WATNA, BATNA, WAP, and ZOPA
• Complete the groundwork for negotiation
• Identifying mutual gain strategies

Target Audience

• Human Resources
• Heads of Departments
• Senior Managers
• Managers
• Assistant Managers
• Administrative Staff
• Office Staff
• Secretaries
• Sales Professionals
• Human Resources
• Sales Executives
• Engineers
• Supervisors
• Technicians
• Anyone keen to understand the importance of Advanced Communication and Negotiation Skills

Methodology

LECTURE, INDIVIDUAL & GROUP ACTIVITY, FEEDBACK SESSIONS, DISCUSSIONS, DEMONSTRATION, BUSINESS GAMES, ROLE PLAYS.

The workshop is very interactive developed with a 20/80 approach; 20% lecture, 80% practical accompanied by a training manual individually customized for each programme

Course Modules

DAY 1

Section 1: How to Get Anyone to Do Anything?

• How to Influence Others?
• Logic
• Inspiration
• Participation
• Uplift
• Deal
• Favour
• Collective
• Policy
• Force
• Nine Influence Techniques Ordering (Exercise)
• Rearrange the Sequence (Exercise)
• Influence Tactics (Exercise)

Section 2: How to Give Feedback

• Feedback Types
• Feedback Statements (Exercise)
• 4-Step Feedback
• Feedback Situation (Exercise)

Section 3: How to Encourage

• Why don’t we Praise
• 5-Step Praise
• Praise (Exercise)

Section 4: How to Say No

• Saying Direct NO
• Saying Direct (Exercise)
• Saying Indirect NO
• Indirect NO (Exercise)

DAY 2

Module 5: What is Negotiation?

• Distributive or Integrative Negotiations 
• Distributive or Integrative Negotiations (Exercise)
• Phases of Negotiation 
• Phases of Negotiation (Exercise)

Module 6: It’s all in the Preparation

• Understanding Your WATNA and BATNA
• Understanding Your WATNA and BATNA (Exercise)
• Walk Away Price or WAP
• Walk Away Price or WAP (Exercise)
• Identifying Your ZOPA
• Identifying Your ZOPA (Exercise)

Module 7: Creating a Communicative Atmosphere

• Choosing the Time and Place
• Choosing the Time and Place (Exercise)

Module 8: Mutual Understanding

• Three Ways to See Your Options
• Three Ways to See Your Options (Exercise)
• What Do I Want?
• What Do I Want? (Exercise)
• What Do They Want?
• What Do They Want? (Exercise)
• What Do We Want?
• What Do We Want? (Exercise)

Module 9: Dirty Tricks

• Environmental Tactics
• Environmental Tactics (Exercise)
• Personal Attacks
• Personal Attacks (Exercise)