Negotiation Skills
Negotiation Skills for Managers
- Management Employees
Pre-requisite
- Reading of the book ‘Getting to Yes’
Course Objectives
By the end of this course, participants will be able to:
- Define negotiation strategies used by themselves, customers and competitors
- List 5 benefits of principled negotiation
- List the 3 main steps in the Negotiation Cycle
- Describe the level of influence you have in a principled negotiation
- Prepare for a principled negotiation
- List 5 behaviors that assist in making a negotiation successful
- Define their BATNA in a given negotiation
- List 4 situations when we should consider walking away from a negotiation
- Conduct a principled negotiation
- Use the Negotiation Strategy Document to plan, execute and follow up on a real life negotiation opportunity.
Course Content
- Negotiation Basics and Cycle
- Principled Negotiations
- Measuring Influence
- Planning for a Negotiation
- BATNA
- Walk-away Strategy
- Conducting a Negotiation
Learning Methods
- Group discussion and presentations
- Experience sharing
- Training video
- Cases
- Role plays
- Practice and feedback sessions
- Lectures
Training Hours
- 8 Hours
Participants
- 8-24 per class
