Description
OBJECTIVES:
By the end of the workshop delegates will have:
- examined the key principles underlying the negotiation process
- practiced and developed those techniques in negotiating with customers, suppliers and staff
- sharpened the skills involved in managing and/ or participating in team negotiations.
- analyzed and diagnosed the causes of dispute, and the many approaches to managing and intervening in disputes large and small
- Explored issues in depth, generate multiple options, evaluate options, and develop acceptable solutions with the parties
- Practiced mediation, facilitation, coaching, negotiation and a range of other conflict intervention processes in a safe environment with feedback
PROGRAMME DETAILS:
Day One
- What is ‘Negotiation’?
- Skills and qualities of an effective negotiator
- Negotiating styles
- Influencing styles
- Principles of negotiation
- Key concepts in negotiation
- Preparing an effective negotiating strategy
Day Two
- Trade concessions
- Identifying the variables and building a power base.
- Signaling – the importance of words, phrases and gestures
- Adopting a win / approach
- Exercise
- Recognizing and employing the relevant tactics at each stage
- Sharpening questioning and listening skills
- Trade concessions
- Planning and Preparation
Day Three
- How to communicate effectively in negotiation
- Verbal and non verbal communication
- Questioning skills in negotiation
- Listening skills
- Negotiation Styles
- Retaining Logic
- Strategy and Tactics
- Power and perceived power
- Exercise
- Negotiation counter tactics
Day Four
- Personal analysis
- Managing conflict and communicating with different styles
- Successful behaviours in negotiations
- Signaling positive behaviour
- Questioning techniques
- Gaining control through questions
- Managing difficult negotiations
- Negotiation mistakes
- Disputes and cohesion in groups
- Functions and dysfunctions of conflict
- Approaches to dispute management
- Dispute resolution processes and the advantages and disadvantages of each
- Understanding conflict dynamics and the implications for dispute resolution
- The mediation process, including assessing suitability for mediation and effective client representation in mediation
