Developing Effective Negotiation Techniques

Programme Objective

The aim of this programme is to evaluate and apply useful negotiation strategies and tactics to achieve favourable agreements leading to successful business outcomes.

Learning Outcomes

Upon completion of this programme, participants will be able to:

1. Apply specific influencing skills to move the negotiation towards a win-win direction
2. Establish a Best Alternative to a Negotiated Agreement (BATNA)
3. Effectively structure the negotiation process for individual and team
4. Create an image persona in presenting offers
5. Use various elicitation techniques to derive alternative and solutions

Methodology

Interactive presentations, Question-and-Answer (Q&A) sessions and short case studies discussion

Topics Covered

1. Types of Business Negotiation Strategies and The Preparations Involved
2. Planning Responses to Possible Outcomes
3. Communication Skills
4. Negotiation Approaches and Bargaining Tactics
5. Sequencing the Phases of Negotiations
6. Application to Everyday Business Situations
7. Recognising Biases and Sensitivities
8. Managing Difficult Communications during Negotiations
9. Best Alternative to a Negotiated Agreement (BATNA)
10. Group Exercises- Difficult Conversations

Competencies

Behavioural (Organisation Leadership) – Strategic Thinking Behavioural (People Management) – Communication Behavioural (People Management) – Influencing and Negotiation Functional (Process Skills) – Sales and Marketing