Course Overview:

Have you ever found that you had differences with another individual, whether a partner, a colleague, a friend, a child, a boss or even a complete stranger? Then you have been confronted with the need of putting your negotiation skills at work. Yes, negotiation is the way by which people settle disputes of any kind.

In this course, the participants will learn about successful negotiation techniques and using them effectively in a different situation and with people of different levels of power. The participants will learn how their negotiation skills impact the organizations that they represent and their personality. The course also reflects the different types of outcomes that are achieved while negotiating and understanding which of these outcomes can be accepted and which one cannot be accepted. At last, but not least, the course also reflects on the influencing process and how things can be achieved without having the proper authority or power.

After a brief introduction each participant has 1 to 2 minutes to introduce themselves and put their presentation and communication skills in practice among the audience for the first time (if the intake has included the requested video, this introduction will only be 1 minute).

Each module has been carefully selected based on the intake and skills gaps of the specific audience. Each section includes the presentation of two modules, followed by a break. After the final reflection the class is dismissed.

Learning Objectives:

At the end of this course, you will become a better negotiator as you will be able to:

• Define negotiation and influencing: stages and how to do so effectively
• Understand different aspects of negotiating: persuasion, manipulation, assertiveness, rationalization, and active listening
• Understand individuals and organizations: attitude, behavior, and culture. What each party expects; dealing with emotions, resistance.
• Power play: who is in control and how to change it – tactics and coordination of power. The importance of knowledge
• Understand communication strategies: effectiveness in communicating (verbal and nonverbal)
• Orchestrating a plan: positioning, anticipating problems, managing conflicts Approaching others for help
• Understand interpersonal skills: importance of self-awareness, adapting expectations, and resilience.
• Understand results: risk assessment, damage control, keeping good relationships, and win-win outcomes

Prerequisites:

Participants must have attended a professional training about Negotiation skills.

Course Materials:

Students will receive a course manual with presentation slides and reference materials.

Examination:

There is no examination for this course

Technical Requirements:

For eBooks:

Internet for downloading the eBook

Laptop, tablet, Smartphone, eReader (No Kindle)

Adobe DRM supported software (e.g. Digital Editions, Bluefire Reader)

eBook download and activation instructions

Agenda:

Before We Begin

• Welcome/Introductions
• Purpose/Inspiration
• Course Dynamics
• Self Evaluation on Advanced Negotiation Skills Knowledge - Class Discussion
• Becoming a Better Negotiator
• Communication Skills for Effective Negotiations: Silence, Active Listening, Paraphrasing
• Presentation Skills for Better Negotiation Outcomes: Clarity, Persuasiveness, Confidence
• Video: Watch: A Brief History of Communication - Conclusions
• Video: The Negotiator and the Multi-Stakeholder Dialog
• Importance and Main Tips on Nonverbal Communication - Body Language
• Video: Your Body Language Shapes Who You Are - Discussion
• The Negotiator Mindset, Beliefs, Abilities and Qualities
• Questioning Oneself
• Video: The Walk From No to Yes - Discussion
• Opponents Views and Company Drivers
• Best Negotiation Location, Seating,
• What NOT to Do
• Exercise/Role play: The 4 Cards Game

Activities

• Option 1: Simulation Game
• Option 2: Monopoly Role Play
• Option 3: Videos, Activities, and Discussions
• Option 4: Special Assignments - Live Negotiations

Conclusions

• Wrap up
• Self Assessment GAP
• Feedback Form

Note:

However, catering to the demands of busy professionals, our virtual training programs are as effective as face-to-face learning. Reach us at info@academyforpros.com for dates and details of Instructor Led Live Virtual Session.

If you would like to get this course customized and delivered exclusively for your group, we have an On-Site Training Option you can reach us at info@academyforpros.com for more details about on-site or corporate training.