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 Resource Personal, Sales Executives, Engineers, Supervisors, Technicians.

Methodology

Lecture, Individual & Group Activity, Feedback Sessions, Discussions, Demonstration, Business Games, Role Plays.

Course Modules

Module 1: What is Negotiation?
Module 2: It’s all in the Preparation
Module 3: Creating a Communicative Atmosphere
Module 4: Phase One – Exchanging Information
Module 5: Phase Two – Bargaining
Module 6: Mutual Understanding
Module 7: Phase Three – Closing
Module 8: Dirty Tricks
Module 9: Everyday Negotiation
Module 10: Negotiating on Behalf of a Third Party