Negotiation & Influencing Skills (Online Training)

Course Objectives

Negotiation is an integral part of everyday life for every entrepreneur and business manager. During the average working day, the chances are you will find yourself embroiled in dozens of negotiations – some small, some major, and a few crucial to the success of yourself, or your company. From simple, day-to-day negotiation to dealing with a major supplier who wants to hike prices by 10%, you are playing a kind of poker game with one or more individuals whose interests are not necessarily the same as yours. Negotiation is part of life and if you don’t get good at it you are more likely to sink than swim.

Participants will learn how to:

• Provide attitudinal and psychological basics for those involved

• Introduce and train on effective negotiation tools and techniques

• Understand Negotiation phases

• Effectively use questioning techniques

• Be aware of the traps and Manage body language and cultural differences

Target Audience

This program is suitable for Managers, Executives, Officers, Engineers, and staff from
all areas of functionalities where negotiation is part of the job description. It is also
suitable for those who need to get involved or wish to be competent in negotiation.

Methodology

This Live Online / Virtual Training session will be conducted via a Live Streaming Platform in which the trainer will use interactive lecture and slide presentation to cover the modules stated below.

Course Modules

• The Orange “Game”

• Corporate cases (e.g. iTunes)

• Introduction & Types of Negotiation
  a) Integrative
  b) Distributive
  c) Power

• The Front End: Attitudinal and Psychological Adjustments
  – Personal reasons to negotiate
  – Organizational reasons to negotiate

• Emotionality versus rationality

• Module 1: Games people play and tips (bracketing, committee etc…)

• Module 2: Questioning Techniques: Getting commitment or Drawing more information?

• Module 3: Negotiation Styles
  – dominate
  – compromise
  – integrate

• Module 4: Negotiation Checklist: Workshop on How to achieve results systematically, and methodically

• Module 5: Understanding The Use of Triple “F” as a neutralizing tool in facing objections and disagreements

• Module 6: “Defensive” Communication

• Module 7: Cultural Approaches to Negotiation

• Module 8: Other Aspects
  – emotional control
  – stakeholder’s analysis: who calls the shot and how to deal with it?