Negotiation Skills

Introduction

Negotiation is the principal day-to-day activity of most professionals. Every corporate professional whether working in human resources, purchase,  marketing, operations, projects, finance or any other function needs to negotiate with team members and stakeholders to deliver the desired outcome.

This workshop will help you broaden your understanding of negotiating concepts, acquire proven negotiating techniques, overcome emotional and rational biases, examine complex negotiation scenarios, and discover a range of competitive and cooperative negotiation strategies as well as  have the opportu nity to put your learning into practice.

Take aways

• Lead at the bargaining table and negotiate with even the toughest competitors
• Resolve complex, multi-faceted conflicts and disputes
• Think more clearly, make smarter moves, and set the stage for more productive negotiations
• Learn the most common manipulative tactics used by difficult people along with strategies to manage it.
• Understand how you act in the face of conflict and learn to manage your strengths and weaknesses to become a more effective negotiator
• Evaluate your best alternative to a negotiated agreement (BATNA), create a zone of possible agreement (ZOPA), and implement the mutual gains approach to negotiations

Salient features

• Real life case situations will be the base for the role plays.
• The importance of clinching the Best possible deal
• Trading off of variables,
• Objection handling in negotiations ( Converting NO into a YES, Deciphering body language signals in negotiations, interpersonal communication and the negative pressures to guard against)
• The Dos and Donts in Negotiations.
• Personal attention to each participant to point out areas of improvement.

Course Content

• Preparing to Negotiate
  • Doing your homework
  • Position v/s Interests
  • Preparation Strategies for Value Creation
  • Using open ended questions to get deep Insights
  • Negotiating Multiple issues simultaneously
  • Developing your BATNA
  • ZOPA
  • Reservation price
  • Package Reservation value

• Self-Assessment Personal Negotiating style
• Upsetting the Balance of power
• Negotiating with powerful suppliers / customers
• Negotiating without power
• Psychology of negotiation
  • When Reason fails
  • Egocentrism
• Strategies for Influence
• Using open ended questions to get deep Insights
• Using Body language and facial expressions to your advantage
• Agreement signals
• Building Relationships
• Dealing with conflict
• Draft agreement
• Adding a sweetener
• Closing the deal

NEGOTIATING GLOBALLY

• Negotiate a complex multi-cultural scenario
• Adjust to cultural differences in negotiators interests and strategies

Methodology- A hard- hitting, pragmatic approach: 
Self-discovery, Role plays, participatory exercises, case studies, practice negotiations, discussions and group interactions.
We offer a combination of group work and individual counseling that strengthens your negotiating style and addresses your unique strengths and weaknesses.

Princeton Academy Resource https://princetonacademy.in/resources/

Legal aspects of Negotiation https://www.nolo.com/legal-encyclopedia/contract-negotiation-11-strategies-33340.html

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