Day One: What We Already Understand about the Negotiation Process – is no Longer Static
- The pace of change in commerce and the need for Dynamic Negotiators
- Common terms, phases and stages in negotiation
- The information revolution and it’s effect on the negotiation landscape
- Key principles of the negotiation framework and recent cases which challenge the status quo
- Understanding our own personal negotiation style and adapting to dynamic situations
- The dual concerns model and its influence on planning for a negotiation
Day Two: Widening our Cognitive Reasoning to become Better Negotiators
- Perception and its effect on our approach to negotiation
- Framing and reframing to gain an understanding of the situation
- Convergent and Divergent thought processes and biases
- Improving our communication and influencing skills
- Strategic planning for Integrative negotiations
- Authoring convincing pitches and arguments to strengthen your negotiation
Day Three: Power, Personality and Establishing Relationships
- The negotiators’ sources of power and how it becomes acquired
- Harnessing power by developing relationships and defining boundaries
- Influencing as the ‘go to’ person at the negotiating table
- Getting things done with the engagement of others
- Using persuasive language to reach your goals
- Unethical behaviour and its consequences
Day Four: Overcoming Difficulties and Resolving Differences
- Creating momentum when negotiations are stalled
- Understanding individual differences, abilities and approaches to negotiation
- Managing difficult negotiators with Emotional Intelligence
- Recognizing and coping with deception and falsehood
- Countering aggression, argument and hard tactics
- Getting people ‘on side’ and ensuring commitment when it matters
Day Five: Consolidation for Success, Creating Sustainable Agreements
- Adopting strategies for building successful outcomes through collaboration
- The complexity of multiparty negotiations
- Understanding team dynamics, egos, competitiveness and frustrations
- Composing and operating in negotiating teams
- Using coaching to develop uncooperative team members
- Practical skills session