ILM Endorsed Win-Win Negotiation Skills
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ILM Endorsed Win-Win Negotiation Skills Course
Introduction:
Negotiation is an integral part of our daily lives, encompassing interactions with customers, suppliers, colleagues, family members, and more. It is a process by which individuals resolve differences and strive to achieve their desired outcomes. However, negotiations in business settings often become limited to price battles, overlooking the potential for maximizing overall value in a partnership.
In our negotiation training course, you will gain valuable insights into the behaviors and practices of skilled negotiators, while honing your own negotiation skills. Through a series of group exercises, you will have the opportunity to learn and apply proven negotiation tactics, refine your personal negotiating style, and enhance your ability to negotiate successfully in any situation.
This course goes beyond the narrow focus on price and encourages a broader perspective on value creation. By expanding your understanding of negotiation dynamics, you will be able to identify mutually beneficial outcomes that go beyond mere monetary considerations. You will learn how to uncover and leverage additional value in negotiations, fostering collaborative and productive relationships.
Throughout the training, you will develop practical techniques for effective negotiation, including effective communication strategies, active listening skills, and the ability to identify and address underlying interests and concerns. By practicing these tactics within a supportive group setting, you will gain confidence and proficiency in negotiation, enabling you to achieve favorable outcomes and build strong partnerships.
Whether you are negotiating in a professional or personal context, this course will equip you with the tools and knowledge to navigate negotiations with clarity, confidence, and success. By broadening your negotiation skills, you will be able to create value, cultivate mutually beneficial relationships, and achieve optimal results in a wide range of scenarios.
Course Objectives:
By the end of the ILM Endorsed Win-Win Negotiation Skills Course, the participants of this course will be able to:
- Compare and contrast between the integrative and the distributive types of negotiations
- Evaluate and assess the soft, hard, and principled styles in negotiation
- Identify and assess personality styles in negotiation
- Distinguish between the four phases of negotiation
- Examine and apply the different negotiating tactics
- Discover the best approach to resolving conflict and building trust
- Plan and conduct effective negotiations as part of a negotiating team
- Recognize the soft, hard, and principled styles in negotiating.
- Plan and conduct (individually and within a team) several negotiations.
- Use the 10-point planning format that will allow reaching a win-win outcome.
- Appreciate and apply (if need be) different negotiating tactics.
- Identify, through several self-assessment tests, their preferred negotiating style, and how it affects the negotiating outcome.
- Discover their own approach to resolving conflict and building trust.
Who Should Attend?
This course is designed for executives, managers, professionals, salespeople, entrepreneurs, customer service representatives, and anyone who wishes to enhance their negotiation skills and make negotiations a more enjoyable, rewarding and effective part of their job.
Course Outlines:
Introduction to Basic Negotiation Skills
- The many faces of negotiation
- Why do we need to negotiate?
- Negotiation philosophies
- Distributive bargaining
- Integrative bargaining
- Integrative versus distributive bargaining
- Negotiation outcomes
- Negotiation behaviors
- Soft and hard bargaining
- Tit-for-tat bargaining
- Principled negotiation
- Persuasion versus negotiation
Negotiation and Personality Styles
- Characteristics of a good negotiator
- Negotiation styles
- Analyzing personality styles using the DiSC profile
- Why DiSC?
- Characteristics of a DiS, and C
- Communicating with a DiS, and C
- Behavioral style summary
Essentials of Negotiation
- The four phases of negotiation
- Plan/prepare
- Discuss/debate
- Propose/bargain
- Close/deal/no deal
- Negotiation check list, dos and don'ts
- Choosing when to walk away
- Best alternative to a negotiated agreement (BATNA)
Negotiation Planning, Preparing, And Power
- The seven pillars of negotiation wisdom
- Interest
- Options
- Alternatives
- Legitimacy
- Communication
- Commitments
- Relationships
- Assessing the source of negotiating power
- Altering the balance of power
Negotiation Strategies, Tactics and Trust Building
- Thirteen basic negotiation tactics
- Negotiation mistakes to avoid
- Dealing with difficult negotiators
- Trust-building
- Ranking the 10 trust-building behaviors in negotiations