Effective Negotiation Skills

Whether we are dealing with internal or external stakeholders, suppliers or friends and family, unconsciously we negotiate almost daily. The positive result of that negotiation conversation is dependent on our perception of negotiation and our approach to obtain our goal

• Understand the application of negotiation in all work place conversations such as inter-department, vendor, colleague, etc
• Strengthen your persuasion abilities when you need to influence without authority
• Equip you with negotiation techniques to strengthen your problem solving abilities
• Value deadlocks and differences at work as opportunities for dialogue and joint solutioning
• Realise your own personal negotiation style approach
• Understand the impact of personality and communication style
• Prepare for negotiation towards an open yet collaborative atmosphere
• Identify the different approaches of persuasion ( Cialdini’s Influence principles )
• Mastering the techniques to design a negotiation dialogue
• Articulate common ground between two parties
• Conclude better agreements through a principled-approach

• Supervisors
• Executives
• Emerging Managers
• New Managers

Personality profiling to understand your personality

Negotiation profiling to understand your style

Anticipating mixed signals when negotiating with different personalities

Understanding non-verbal cues: tone, words and body language

Reframing to the context and relationship status

Value of principled-based versus position-based approach

Reviewing the Harvard negotiation model

Reasons for failed negotiations

Turning a deadlock into a dialogue

Understanding the fundamentals of WAP, ZoPA and GaCV

Concessions creation and management

Common tactics and counter measures

• Presentation & Slides
• Audio Visual Aids
• Interactive Discussion
• Participatory Exercise
• Action Learning
• Class Activities
• Case Studies
• Workshops
• Simulation