Overview
Too often a group will meet to negotiate an arrangement and fail to come to a reasonable position - entrenched positions will stop useful negotiation and poor use of interpersonal skills leads to "stand off" positions and win-lose type situations. Aggressive behavior wins out and the result is not implemented. Win-lose can lead to a future of even less useful meetings. This 2-day course offers the opportunity to learn to negotiate to a position of success.
Course duration
2 Day(s)
Course outline
What is Negotiation?
- What is Negotiation?
- Influencing?
- Bargaining?
- What Makes a Good Negotiator?
- Six Stages of Negotiation
Stage 1: Preparation
- Identify the Key Issues
- Outcomes
- Negotiation Range
- Best Alternative To Negotiated Agreement
- Final Exit Point
- Negotiating Authority
- Communications
- NLP Communication Indicators
- Language - Recovering Choices
- Gathering Information
- General and Specifics
Stage 2: Discussions
- Active Listening
- How Can we Improve our Listening?
- Active Listening Steps
- Active Listening Techniques
- How to Improve your Listening Skills
- Avoiding Commitment
- Establishing Rapport
- Identifying Language Patterns
- Filters
- Observing and Recording
- Observing
- Recording
- Tools for Observing and Recording
Stage 3: Regroup
- Meeting Evaluation
- Sources of Evaluation
- Self-Evaluation by the Negotiator
- Evaluation by a Trained Observer
- Evaluation by Participants
- Evaluation After the Meeting
- Benefits of Evaluation
- Value Added
- Power
Stage 4: Negotiate for Resolution
- The Big Picture First
- Concessions
- Compromise
Stage 5: Reach Consensus
- Restate Final Conclusions
- Check on Authority to Sign
- Check Individually with Each Person
Stage 6: Close
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