Course Details
Course Outline
5 days course
Fundamentals of Negotiation
- Methodology of negotiation and understanding the do’s and don’ts in negotiations
- Why/how disputes occur? And how to resolve them
- Negotiation break-down and its impact commercially
- Understanding the concept of (BATNA)- best alternative to a negotiated agreement
- 4 stages of negotiation – preparation, opening, bargaining and closure
Negotiation Tools
- Understanding the need for information
- Learning to draft a proposal for discussion
- Discussion phase or “How to start a discussion?”
- Learning “how to bargain?” and “how to close?”
Techniques of Negotiation and its Tactics/Plots
- Understanding the difference of cultural and international issues
- Concept of 3 types of negotiators – Red, purple and blue
- How to understand body language
- Importance of non-verbal communication
- “Time is Money”
- Analysing the tactics/plots and thus responding effectively
How to Deal with Difficult Negotiations?
- Importance on active team negotiation
- Learning to propose and persuade
- Learning on how to act as a mediator in negotiation
- Understanding the concept of “Focusing on Interests rather than positions”
Practical Applications
- Case studies on effective negotiations
- Analyse your performance
- Practical training and action planning
- Allocation of team and training to negotiate
- Review of the course and “Question and Answer session”
