Negotiation Skills

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Description

Learn the art of negotiation, when, why, stages and styles. Building relationships through negotiation, learning about states of mind. How to prepare before beginning any negotiation process. Learn about the balance of power and how to identify and work with it. Influencing and the psychology of persuasion. 

Modules/Lessons

Day 1

Introduction

• Negotiate - Why? When?
• Personal Outcomes – What aspects?
• Programme outline

Discussion Groups + Share

The Clockface

• Stages and Styles
• Negotiation Role Play (allocate + spot styles)

Presentation, workbook material and exercise

Relationships - Basics refresher

• Emotional Intelligence
• Rapport
• Words, Music, Dance
• Perceptual Positions (Beach ball plus)

Presentation, workbook and exercise

States of Mind

• Ego states – TA
• Emotion & Mindsets
• States of Mind – flexibility
• Anchoring

Presentation, workbook, Apter profile to be completed online before programme

Day 2

Negotiation - Preparation ‘Toolkit’

• Prepare & Plan
• WEB – Want; Expect; Better Get
• 4 x P’s – Preferences, Prejudices, Past, Personality
• Tradable concessions
• Negotiation Role Play (applying the toolkit)

Presentation, workbook and exercise

The Balance of Power

• Identify & working with it
• Empowerment & Authority

Presentation, workbook and exercise

Influence – The Psychology of Persuasion

(Cialdini 1984 – Six Principles)

Presentation, workbook

Negotiation Practice

• Typical work based scenario – to be developed in consultation with you
• Putting the skills into practice 

Negotiation – Reflection

• Behaviours
• Traits
• Tactics

Day 3

Negotiation Challenge – Practical implementation

• Group exercise: 3-5 members per group
• Select scenario – sales, etc.
• One phone call
• One meeting with the negotiating party
• Customer selects supplier
• Review and debrief

Personal Reflection and Planning