PROGRAMME
Day One
Introductions and objectives
- course objectives and overview
- participants’ hopes and expectations
- characteristics of an effective negotiator.
Developing a strategy
- research and preparation
- before entering the arena
- aims and tactics
- tactics
- developing our game plan
- building an effective negotiating team.
Who am I negotiating with?
- 3 different types of negotiators and how to work with each type
- authority levels, decision making processes, background culture
- the differing challenges of negotiating with colleagues.
My negotiation style and my skills
- the skills I will need during the negotiation
- my own areas of strength and areas I need to work on
- clarifying my role within the negotiating team.
Recognising why negotiations fail
- the 5 top reasons why negotiations fail
- the games some people play
- 10 tactics which will always help.
Day Two
Predictable tactics used by tough negotiators
- what they are
- understanding underlying causes
- developing counter-measures
- 5 more tips which help.
Dealing with difficult people
- what makes some people so difficult to deal with?
- typical difficult behaviours and how to handle yourself
- managing conflict, dealing with aggression
- making progress in spite of the challenges.
About concessions
- are you in the zone of potential agreement?
- trading not conceding – “If you….then I….”
- what is your BATNA? What is theirs?
Bringing it to a conclusion
- building common ground
- summarising carefully
- “walk away is better than a bad deal”.
Action planning