Effective Negotiation Skills

The objective of this workshop is to provide participants with the skills to navigate negotiations successfully. By the end of the session, attendees will be able to analyze negotiation situations, develop effective strategies, and employ principled negotiation techniques to create value and reach agreements.

This workshop combines theoretical knowledge with practical exercises, including negotiation simulations, role-plays, and group discussions. Participants will have hands-on opportunities to apply negotiation strategies and receive feedback to enhance their skills.

Participants will learn how to:

• Identify the key elements and power dynamics involved in negotiations
• Assess the characteristics that distinguish master negotiators from novices
• Prepare effectively for negotiations, including setting goals and defining strategies
• Apply the Harvard Negotiation Model and principled negotiation principles
• Employ conditional trading and create value through trade-offs
• Navigate the negotiation process, from building rapport to reaching agreement
• Overcome deadlocks and recognize manipulative tactics
• Engage in role-plays and practice negotiation scenarios

• Objectives & Expectations: Introduction and setting expectations for the training program.
• What is Negotiation?: Understanding the concept and importance of negotiation.
• The Issues at Stake: Identifying key issues in negotiations.
• The Elements of Negotiation & The Power Share: Exploring fundamental elements and power dynamics in negotiation.
• Master vs. Novice Negotiator: Assessing negotiation skills and differentiating characteristics.
• Preparing for a Negotiation: Business rationale, goal setting, game plan development, and negotiation elements.
• Negotiation Simulation 1: Applying learned concepts in a simulated negotiation.
• Harvard Negotiation Model & Principled Negotiation: Understanding the model and principles for effective negotiation.
• Conditional Trading: Exploring IVT, trade-offs, and additional tactics.
• The Negotiation Process: Exploring negotiation stages and methods.
• Negotiation Simulation 2: Applying learned concepts in a second simulated negotiation.
• Dealing with Deadlocks: Identifying and addressing negotiation deadlocks.
• The Tricks of the Trade: Understanding control tactics, pressure, and trap tactics.
• Role-plays & Practice: Engaging in role-plays to practice negotiation skills.
• Summary, Evaluation & Close of Seminar: Summarizing key takeaways, evaluating progress, and closing the seminar.

For detailed agenda, please connect with us for enquiry.

Suitable for professionals at all levels who want to enhance their negotiation skills. It is beneficial for sales and business development executives, project managers and team leaders, HR and procurement professionals, as well as entrepreneurs and business owners.