Course Overview
The target audience for this course comprises mid-level and senior managers who already possess some negotiation experience. Our goal is to develop more advanced methods to make us more effective negotiators. This course builds on the participants' existing knowledge to further enhance their skills and transform them into stronger, more experienced negotiators.
A win-win strategy focuses on finding solutions where both parties feel successful, rather than just concentrating on individual needs. This approach helps establish long-term relationships and partnerships—including with clients, suppliers, and within our own organizations—which lay a positive foundation for future negotiations. If you dominate in negotiations but later find that you still need to work with the same organization, future business will become difficult.
We aim to help senior managers leverage their strengths and experiences to further develop their natural abilities and use practical negotiation frameworks. You will learn to approach every negotiation with a plan and gain the knowledge and confidence to achieve your goals. This highly interactive and engaging course teaches negotiation skills from some of the world's top business schools.
Learning Outcomes:
Upon completion of this course, participants will be able to:
- Conduct fact-based negotiations and achieve positive outcomes.
- Engage in negotiation planning, such as leaving room for concessions to achieve favorable results.
- Set negotiation goals and BATNAs (Best Alternative to a Negotiated Agreement).
- Understand emotional intelligence and non-verbal communication and their importance.
- Know when to negotiate and when to walk away.
- Learn techniques to enhance persuasiveness.
- Seek common ground with negotiation counterparts.
- Use empathy to understand the other party's perspective and resolve issues.
- Learn behavioral styles to gain an advantage.
- Distinguish between “interests” and “positions.”
- Identify and respond to manipulative tactics.
- Minimize and resolve conflicts.
- Understand how to effectively negotiate with different personality types.
- Learn the four steps of the negotiation process.
- Master various bargaining techniques and strategies to create win-win opportunities and move negotiations from bargaining to closure.
By the end of the course, participants will have mastered effective negotiation techniques and laid a solid foundation for future business relationships.
Course Format
This course employs structured discussions, brainstorming, analysis, problem-solving, role-plays and simulations, lectures, and case studies as teaching methods.
Participants will actively engage at every stage.
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