Negotiating with Influence and Persuasion Towards A Win-Win Situation

Course Objectives

• 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

• Identify what information to share and what to keep to yourself

• Basic bargaining techniques

• Identifying mutual gain strategies

 Reach consensus and set the terms of agreement

• Deal with personal attacks and other difficult issues

• How to use negotiating processes in our everyday life

• How to negotiate on behalf of someone else.

Target Audience

• Senior Managers
• Managers
• Assistant Managers
• Administrative Staff
• Office Staff
• Secretaries
• Sales Professionals
• Human Resources
• Sales Executives
• Engineers
• Supervisors
• Technicians

Methodology

Lecture, individual & group activity, feedback sessions, discussions, demonstration, business games, role plays.

Course Modules

• Section One: Getting Started
• Section Two: What is Negotiation?
• Section Three: It’s all in the Preparation
• Section Four: Creating a Communicative Atmosphere
• Section Five: Phase One — Exchanging Information
• Section Six: Phase Two — Bargaining
• Section Seven: Mutual Understanding
• Section Eight: Phase Three — Closing
• Section Nine: Dirty Tricks
• Section Ten: Everyday Negotiation
• Section Eleven: Negotiating on Behalf of a Third Party
• Section Twelve: It’s a Wrap!