Negotiation Skills
Participants will achieve a strong foundation in negotiation and influencing skills. These skills will provide the basis for long-term, sustainable outcomes in both internal and external negotiations.
Over the three-day workshop participants will come to understand how the negotiation and influencing process works and learn a systematic framework to manage the process of planning and implementing specific negotiation strategies. The workshop can develop negotiation and influencing skills and confidence for teams and enhance individuals.
The workshop combines individual and team-based skill development, using each participant’s case studies developed around past, current, and future negotiation cases.
Our methodology focuses on ensuring that new concepts are immediately applied during and after the workshop.
WORKSHOP OVERVIEW
Understanding the nature of negotiation (i.e. how we negotiate vs. what we negotiate)
Defining and understanding what we mean by “negotiation”
Differentiating between the types of outcomes: Matter > Means > Relationships
The timeline of negotiation; understanding the importance of pre-negotiation and preparation
Using a personal negotiation style
Diagnosing the needs and motivations of the other side
Managing the environment of the negotiation
Negotiation practice and debriefing
Introduction to strategic language and questioning
Verbal and non-verbal communication skills in negotiation
Identifying and managing tactics & counter tactics
Controlling the power balance
Individual negotiations prep; each participant prepares their own negotiation case
Pacing the negotiations and managing through the critical phases
How to use and implement questions to influence
Breaking through impasse
Concession making
Negotiation cases practices and rehearsal; designing and testing strategic options
Organizational and individual planning