Effective Negotiations Advantage
As a leader, negotiating becomes one of the most critical skills to master because you are responsible to persuade different stakeholders to accept your suggestions and help your team acquire company resources. In addition, your ability to negotiate for your team affects if they will respect you. It is nearly impossible to become an excellent leader without good negotiation skills.
Effective Negotiations Advantage is designed to improve your awareness and develops competence in the negotiation and influencing process.
You will learn to:
- Employ secret techniques to analyze situation and conceptualize creative solutions that allows you to craft a powerful win-win situation before even discussing.
- Acquire flexibility in reacting and responding to different scenarios, even under high pressure cooker situations.
- Master key principals of power negotiating and discover why money is not as important as everyone thinks..
- Learn how to quickly identify diverse personalities in order to recognize their communication styles and bargaining power. Through this knowledge, learn how to build rapport and negotiate for a winning deal.
- Acquire a step by step approach to negotiating to repeat negotiating success easily.
- Discover pressure points in negotiating that can easily tip you into success without much effort.
Our unique GAINMORE™ Negotiations Challenge which consists of a mixture of presentations, interactive exercises, simulated negotiations, debriefing sessions, and small group consultation sessions which allows you to experience a holistic approach to negotiating.
In this program, the focus is on negotiation, influence and communication in a variety of business situations.
Participants will:
- Take part in interactive activities within a simulation on the golf course, to allow them to both experience first-hand (instead of theoretically) negotiation dynamics within the organization context.
- Discover key negotiation models that people adopt and learn how to utilize them effectively for your advantage to enjoy winning easily.
- Develop mental agility and break personal barriers to negotiate successfully, anytime, anywhere and with anyone.
These are the topics that may be covered (we custom design your program to meet your unique needs):
- The Nature of Negotiation – Opportunities and Dangers
- Critical Components Underlying the Negotiation Process
- Understanding What Drives the Other Party
- Recognising and Developing Style Flexibility
- Process Observation – A Key Negotiation Skill
- Managing the ‘Emotional Atmosphere’
- Structuring Language for Cooperation
- Development of a Systematic Framework
- Negotiation Tactics – Influencing the Power Balance
- Choosing the Right Opening Move
- Planning Effective Counter-tactics
- Breaking Negotiation Deadlocks
- Making and Getting Meaningful Concessions
- Development of Negotiation Strategy Options
- Creating Lasting Commitment to Implementation
- Locking in the Final Offer
- Pacing the Formal Negotiating Session through Phases
- Non-verbal Communication in Negotiation
- Major Case Study Team Preparation / Negotiation / Review
- Developing Future Negotiation Action Plan
Negotiating successfully is a skill to be learned and anyone can become one with the right knowledge and mindset. If you are tired to having to back down or losing negotiations, this is the right course to help you transform into the powerful negotiator easily and quickly. Why not try out our leadership quiz to understand your leadership style?
Negotiations Advantage – example workshop
Negotiation is at the heart of commercial activity. Anyone who has a significant impact on decision-making within the organisation needs to be competent at getting the best deal they can. Including recommended pre-workshop online learning and personal assessment and a highly interactive two-day workshop. Participants’ improve awareness and competence in the negotiation process.
2 workshop days
Based on Gavin Kennedy’s four-step negotiation process, this programme considers the essential factors and steps in the process. It uses practical simulation work as well as discussion and lecture input to bring out the important issues and to give participants practise in carrying out negotiations. It will demonstrate the importance of understanding the other side’s position and building a rapport with them so that a bargain satisfactory to both sides is made leading to a lasting business relationship.
Participants are encouraged to consider and discuss the topics as they affect their own individual circumstances and business and to produce ideas and actions to take back to integrate into their work situations.
In this workshop, learners gain experience in creating and managing dynamic negotiating environments for successful results. Participants learn to integrate people and process elements, creating a flexible framework for your negotiation strategies and situations. The course presents the methods, techniques and processes you need to confidently conduct successful negotiations
- Adapt and adopt negotiating positions and styles and attitudes
- Develop effective negotiating skills to achieve positive outcomes in a variety of situations
- Apply best practise models to develop an effective negotiating style
- Respond to diverse personalities, communication styles and bargaining power
- Incorporate a process approach into the negotiation skill set
- Navigate real-world pressures and challenges to achieve success
- Leverage personal strengths and experiences to deliver productive outcomes.
Negotiations Advantage example agenda
| When | Day 1 | Day 2 |
| 09:30 – 10:00 | Coffee and introductions
Simulation activities are used throughout this workshop. |
Session 6 - Trussed! – the Negotiators dilemma – game |
| 10:00 – 11:15 | Session 1 – “Nobody saw two dogs negotiate over a bone”
Issues and Concerns, Perception of competition, What is negotiation? Alternatives to negotiating |
Session 7 - Keeping all parties in play
Dealing with conflicting demands Making the “win-win” mindset contagious |
| 11:15 – 11:30 | Coffee break | Coffee break |
| 11:30 – 13:00 | Session 2 – How to prepare – aka “What do we want?”
Session 3 – How to debate & explore – aka “What do they want?” |
Session 8 - Styles of Negotiating
What’s your style? Simulation games that draw out participants ‘natural’ style. |
| 13:00 – 14:00 | Lunch | Lunch |
| 14:00 – 15:45 | Session 4 - The Big If! – How to propose, package and bargain
Making proposals work for all parties – aka “speak what you mean to say” Practice scenarios |
Session 9 - No more contracts from us!
How to handle difficult negotiators |
| 15:45 – 16:00 | Tea Break | Tea Break |
| 16:00 – 17:30 | Session 5 - Take, give or trade? The essence of the bargain. | Session 10 - Review
What have we learned as a team? What are the applications to the business? What are we going to do differently tomorrow? Personal commitments to change |
| 17:30 – 18:00 | Review What have we learned as a team? What are the applications to the business? What are we going to do differently tomorrow? Personal commitments to change |
|
| 18:00 | Close | Close |
Contact us today and gain your negotiations advantage
