The Art of Negotiation

Whether buying a car or getting coworkers to work together on a project, it’s agreed that negotiating is an everyday necessity. Successful communication has various components and listening, assertive techniques, and nonverbal language all play an intricate part. The coup d’état, negotiating, is considered to be the most strategic skill. For negotiation to be successful, both parties must come away from the interaction feeling as though their needs or wants have been met.

Objectives:  Upon completion of this program, participants will be able to:

  • Recognize that everyone negotiates
  • Understand different negotiation styles through use of the DiSC Profile (OPTIONAL)
  • Identify the four objectives of any negotiation
  • Understand the elements of the negotiation process
  • Follow four logical steps of negotiation
  • Describe the characteristics of good negotiators
  • Realize how to use 10 negotiation strategies
  • Use techniques to break negotiation deadlocks
  • Manage people who won’t play by the rules of negotiation

Sample Agenda:  

  • WHAT IS NEGOTIATION?
    • Definition of negotiation
    • Examples of situations where negotiations take place
    • What factors make negotiating difficult?
  • UNDERSTANDING MY PREFERRED NEGOTIATION STYLE AND STYLES OF OTHERS (OPTIONAL DISC MODULE)
    • Experiencing the DiSC Behavioral Assessment Tool (online tool taken by participants prior to class and participants will bring results to class with them)
    • Identifying my preferred negotiation style and the style of others
    • Learning flexibility and adaptability to meet customer needs
  • THE OBJECT OF THE GAME
    • Understand the four objectives of negotiation
    • The three most important questions to determine your objective.
    • The 5 key facts of any negotiation 
  • THE BASIC GAME PLAN
    • Describe and analyze the elements of the negotiation process
    • Use specific questions to clarify the importance of these elements
    • How to base your negotiation strategy
  • HOW TO PLAY THE GAME
    • Follow four logical steps in any negotiation
    • Use specific tools and techniques of each step of the game
    • Application activity
  • GAME PLAYING SKILLS
    • Describe the skills and personal characteristics of good negotiators
    • Access your own negotiation skills
  • GAME STRATEGIES
    • Describe 10 negotiation strategies
    • Know when to use and not use these strategies
    • Know how to respond when these strategies are used on you
    • Building agreements application activity
  • TROUBLESHOOTING
    • Use 10 techniques for breaking negotiation deadlocks
    • Recognize bag-guy behaviors and how to counter the maneuvers
    • Manage parties that won’t play by the rules
  • PERSONAL ACTION PLAN FOR IMPROVING NEGOTIATION EFFECTIVENESS
    • How Will I Use These Skills to Improve My Negotiation Skills?
    • Develop a Negotiation Plan of Action

Length:

Half to full day

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