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1-800-THE-TREE (1-800-843-8733)
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Negotiation Skills: Achieving Successful Outcomes
Course: 341
Type: RealityPlus
Duration: 3 Days
You Will Learn How To
- Conduct principled negotiations that result in wise agreements
- Incorporate a process approach into your negotiation skill set
- Formulate communication strategies based on various situations
- Develop a confident negotiating style to deflect "hardball" tactics
- Apply psychology principles to negotiate effectively
- Enhance your negotiation skills by applying best practices in a real-world setting
Course Benefits Many interactions in a professional environment involve a series of negotiations whose outcome could be the difference between success and failure. In this course, you acquire the knowledge to develop sophisticated negotiating skills crucial to achieving the best possible terms of an agreement and building strong relationships. You gain experience through a dynamic learning environment of media-rich activities, practice sessions and in-depth, real-world simulations.Who Should Attend This course is valuable for anyone responsible for negotiating the best possible terms of an agreement for their organization or those who desire to sharpen their negotiating skills.Through interactive simulations, video scenarios and a series of immersive activities, you acquire a robust skill set of negotiation strategies and gain experience in:
- Practicing real-world negotiation scenarios
- Role playing "hardball" techniques to develop principled responses
- Performing positional analysis with SWOT and Johari Window
- Identifying hidden agendas and taking action
- Timing the start and close of negotiations
- Effectively handling moves and turns
- Applying E.I. and M.I. knowledge for powerful outcomes
- Transferring lessons learned to a simulated real-world negotiation
Course 341 Content
- The impact of organizational culture
- The range of negotiation styles and practices
- Assessing negotiation feelings and attitudes
- Differentiating win/win from win/lose
- Defining the wise agreement
- Elements of principled negotiation
- The 5-step negotiation process model
- Payoffs of principled negotiation
- Baselining negotiation standards
- Building a wise agreement
- Efficient and ethical negotiation approaches
- Structuring positional analysis with the Johari Window
- Clarifying potential outcomes
- Leveraging the power of BATNA
- Tailoring your situational approach
- Successful negotiation planning
- Balancing plan components
- Crafting a negotiation plan
- Testing plan feasibility
- Future proofing your plan
- Logistics for successful outcomes
- Anticipating logistical power plays
- Building psychological readiness
- Physical fitness for negotiation success
- Recognizing hidden agendas
- Making the most of start and stop signals
- Knowing when to Agree, Bargain, Control or Delay (ABCD)
- Gaining collaboration and support
- Sustaining positive momentum
- Distinguishing watercooler vs. boardroom strategies
- Choosing when and when not to formalize
- Gauging the best way to close the deal
- Intimidation, games and tactics
- Moves of classic manipulators
- Challenging conventional wisdom on "hardball" effectiveness
- Negotiation tactics for effective outcomes
- Revealing unprincipled moves and motivations
- Countering the win/lose mindset
- Managing emotional pressures
- Assessing the communication profile of negotiating parties
- The impact of beliefs and values
- Creating and adjusting plans based on SWOT analysis
- Identifying Emotional Intelligence (E.I.)
- Multiple Intelligence (M.I.) and communication filters
- Analyzing communication strengths and challenges
- Developing rapport
- Drafting an iterative negotiating plan
- Mapping E.I. and M.I. to improve communication
- Recognizing and valuing diversity in others
- Moving from one-to-one to inter-team negotiations
- Deploying an iterative process
- Conducting resource matrix problem solving
- Arriving at wise agreements
- Creating efficacy in the negotiation process
- Delivering ongoing value through positive relationships and reduced stress
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The PMI R.E.P. logo is a registered mark of the Project Management Institute, Inc. RealityPlus is a trademark of Learning Tree International.
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