Language: English-Arabic
Course Overview
Turn disputes into deals. Transform deals into better deals. Resolve intractable problems. Negotiating effectively requires the ability to change the game – moving away from conflict and toward collaboration. In this intensive, interactive program, you acquire a proven framework for maximizing the value of your negotiation, whether you are behind the bargaining table with a client or across the table with an opposing party. Engaged with a professional group of peers, you will participate in discussions and simulations that cover a range of complex scenarios ranging from intellectual property, pricing, and licensing negotiations to international, domestic, public, and private disputes. You will refine your negotiation skills and leave with a set of strategies that you can use to deal with difficult negotiation behaviors and hard-bargaining tactics
Course Objective
By participating in this intensive five-day program, you will:
- Acquire a systematic framework for understanding negotiation
- Heighten your awareness of your strengths and weaknesses as a negotiator
- Learn how to expand the size of the pie by creating value in negotiations
- Gain problem-solving techniques for distributing value and strengthening relationships
- Ascertain how to choose the right process to craft deals that last
- Learn how to manage across the table and behind the table negotiations
Who Should Attend??
This program is appropriate for supervisors, managers and executives who wish to improve their ability to create value at the negotiating table.
Course Outline
Module One: Getting Started
- Icebreaker
- Housekeeping Items
- The Parking Lot
- Workshop Objectives
Module Two: Understanding Negotiation
- The Three Phases
- Skills for Successful Negotiating
Module Three: Getting Prepared
- Establishing Your WATNA and BATNA
- Identifying Your WAP
- Identifying Your ZOPA
- Personal Preparation
Module Four: Laying the Groundwork
- Setting the Time and Place
- Establishing Common Ground
- Creating a Negotiation Framework
- The Negotiation Process
Module Five: Phase One - Exchanging Information
- Getting off on the Right Foot
- What to Share
- What to Keep to Yourself
Module Six: Phase Two - Bargaining
- What to Expect
- Techniques to Try
- How to Break an Impasse
Module Seven: About Mutual Gain
- Three Ways to See Your Options
- About Mutual Gain
- What Do I Want?
- What Do They Want?
- What Do We Want?
Module Eight: Phase Three - Closing
- Reaching Consensus
- Building an Agreement
- Setting the Terms of the Agreement
Module Nine: Dealing with Difficult Issues
- Being Prepared for Environmental Tactics
- Dealing with Personal Attacks
- Controlling Your Emotions
- Deciding When It's Time to Walk Away
Module Ten: Negotiating Outside the Boardroom
- Adapting the Process for Smaller Negotiations
- Negotiating via Telephone
- Negotiating via Email
Module Eleven: Negotiating on Behalf of Someone Else
- Choosing the Negotiating Team
- Covering All the Bases
- Dealing with Tough Questions
Module Twelve: Wrapping Up
- Words from the Wise
- Review of Parking Lot
- Lessons Learned
- Completion of Action Plans and Evaluations
Training Methodology
- Presentation & Slides
- Audio Visual Aids
- Interactive Discussion
- Participatory Exercise
- Action Learning
- Class Activities
- Case Studies
- Workshops
- Simulation