Advanced Negotiation Skills: Mastering Negotiation Skills

DAY 1

Introduction to Negotiation - The Starting Point for Improvement

• Thinking outside the box

• Positivity & Negativity and its affect on negotiation

• Acquiring a positive attitude to the negotiation process

• Proposal format – simple, focused & logical

• Placing yourself above the competition with your proposal

• The psychology the negotiation - Knowing your opponents driving force

• The feel-good factor

• Questioning & listening techniques

DAY 2

Understanding Behavioural Style to Negotiate Better

• Knowing and understanding your own behavioral style – keys to how you negotiate

• Negotiation Style Assessment

• Approaches to negotiation

• The ‘win:win’ and why it is misunderstood

• The two distinct approaches to negotiation

• Communication style and the negotiation process

• Adapting to different communication styles

• Negotiation and ethics

DAY 3

Developing a Strategic Approach to Negotiation

• A strategic approach to negotiation - Distributive negotiation strategies

• BATNA, Zone of Possible Agreement

• Openings, anchors, offers and counteroffers

• A strategic approach to negotiation - Integrative negotiation strategies

• Sharing information, diagnostic questions & unbundling issues

• Package deals, multiple offers, and post-settlement settlements

• Knowing and maintaining your sources of negotiation power

• Sales negotiation behavior – a practical approach

DAY 4

Interests, Planning, and Understanding Body Language

• Wants and needs – the importance of identifying needs

• Emotional intelligence and its role in the negotiation

• The importance of body language and non-verbal behavior

• What is body language and how do we accurately read it?

• Understanding thoughts from body language

• How to use your own body language to negotiate more effectively

• Resolving disputes – learning to meditate to create better deals

• Techniques of the mediator - practical mediation skills to help resolve disputes

DAY 5

Negotiating with Different Nationalities and Cultures

• Face to face negotiation – dealing with different cultures

• British & American

• Japanese & Chinese

• French & German

• Advice for cross-cultural negotiators

• International team negotiation exercise

• Putting negotiation techniques into practice – putting a deal together

• Summary session and questions