A one-day workshop (virtual or classroom)
Anybody that has achieved success in business will tell you that you never get the deal you deserve – you only get the deal you can negotiate!
This one-day workshop is based on research findings and effective techniques from the Harvard Business School Negotiation Project; it provides a unique opportunity to learn and practice these skills in a safe environment using up to date materials and life-like practice negotiation case studies.
Learning Objectives
- Understand the main types and style of negotiation and use the most appropriate strategy and tactics for each of them to achieve the best agreement
- Apply the four most important concepts to put yourself in the strongest possible position in any negotiation
- Use a systematic approach to preparing, presenting and concluding negotiated agreements
- Analyse the power dynamics in a negotiation and apply tried and tested methods for communicating with, influencing and persuading the other side in a negotiation
- Anticipate common barriers to agreement and use a tested approach to successfully concluding the deal you deserve!
Workshop information
Workshop outline
1. What is negotiation?
- Types of negotiation
- Win-lose negotiations versus win-win negotiations
- Wise agreements and principled negotiation
- Key skills needed for negotiation
2. The four key negotiating concepts
- BATNA – Best Alternative To Negotiated Agreement
- Setting your reservation price
- ZOPA – Zone Of Possible Agreement
- Creating and trading value
3. Using a four phase model for negotiation
- Nine steps to successful planning
- Discussing a deal – creating and claiming value
- Making and framing proposals
- Bargaining for the winning deal
4. Communicating, influencing and persuading
- Effective questioning and listening skills
- Understanding and interpreting body-language
- Barriers to effective communication
- Understanding and using power
- Proven ways to influence people
- Six universal methods of persuasion
5. Negotiating tactics
- Understanding what matters – what the numbers mean
- Tactics for win-lose negotiations
- Tactics for win-win negotiations
- Effective team negotiating
6. Barriers to agreement
- Common barriers to agreement
- Dealing with die-hard negotiators
- Dealing with lack of trust
8. Closing the deal
- Four steps to closing the winning deal
- How to know when to walk away from a deal
