Day One: Situational Negotiating Strategies
- Negotiation purpose: Common terms and best practice
- Developing mutually acceptable solutions through value claiming
- Adapting strategies to situations when building alliances
- Personality - strengths & weaknesses in negotiations
- Opening communication channels to maintain relationships
- Applying Interests and Positions for strategic advantage
Day Two: Applied Negotiation Skills
- How to reach 'win-win' in negotiation
- The keys to collaborative bargaining in partnering
- Leverage: What it is and how to use it?
- Negotiation tactics and ploys
- Dealing with difficult negotiators and barriers
- Ethics in negotiation
Day Three: Persuasion & Influence Skills for Negotiators
- Challenges of meetings – group and individual strategies
- Positive persuasion in challenging situations
- Applying rules of influential presentations to maximize impact
- Maintaining compatible body language & using logic, credibility and passion
- Dispute resolution and mediating for better outcomes
- Mediation techniques - practical exercise
Day Four: Higher Level Negotiation Skills for Challenging Situations
- Identifying and responding to signals and informal information
- Recovering from reversals, errors and challenges
- Developing a climate of trust
- Higher level conversation techniques
- Face to face negotiations; appreciating different cultures
- Practical Negotiation exercise and feedback
Day Five: Critical Thinking and Decision Making for Negotiators
- Gaining control and using information – formal and informal
- Thinking patterns, frameworks and tools for negotiators
- Identifying sources and testing assumptions
- Framing the problem
- Decision making under pressure
- Reviewing strategic alliances and building personal action