Effective Negotiation Skills

Negotiation is NOT about winning at the expense of the other party. It is about creating a win-win climate so that both you and the other party can win.

Consider the scenario of two persons trying to compete for an orange: If both fight and the orange get squashed in the process, then both have lost. They can simply cut the orange into half, then, both win half. Alternatively, one can pay the other for half of the orange then one wins the orange while the other wins cash. A better idea is to find out what each party wants to do with the orange and distribute the values accordingly. So if one party wants the peel to make marmalade while the other is thirsty for the juice, then the winning solution will be a complete win-win for both.

Therefore, winning in negotiation is about creating the climate — exploring the possibilities and agreeing on the best possible outcomes.

Intended Audience: Anyone who needs to negotiate as a major part of their job: sales person, managers, supervisors, team leaders, purchasers, etc.

Workshop Objectives

In this dynamic, fun and practical course, participants will learn:

• How to create the climate to facilitate the negotiation
• How to recognize the different phases of a negotiation and be able to influence the negotiation process during each phase
• How to prepare, to open, to conduct and to close a negotiation effectively.
• How to use the different techniques for effective negotiation.
• How to overcome obstacles and impasse
• How to use leverage and sources of power

Workshop Outline

• Introduction to Effective Negotiation Skills
• Different Phases of Negotiation
• Creating Climate
• Negotiation Strategies and Techniques
• The Opening Phase
• The Complex middle phase
• The Closing Phase
• Communication Issues
• It’s a ZOO out there! (Negotiation Game)

The ZOO Game: Experience the heat of negotiation as the participants compete to buy and sell animals at the best price to fulfil the objectives of owning the Best Zoo in the World. Participants will not only learn how to apply the negotiation skills, but also experience the exciting yet dynamic complexity of prices varying with time, market forces and global objectives.

Teaching Methodology: This highly interactive workshop will be conducted with a good blend of instruction, discussions, case studies and role plays. Participants are encouraged to bring their real-life presentation to the class as part of their delivery.

Duration: 2 Days