Workshop Overview:
We all negotiate in our personal and professional lives. We need to negotiate when we are selling something, or buying something, or dealing with a project, manufacturing plan, delivery schedule, a budget, or any of a hundred other situations. In most of these cases, we are trying to resolve differences. It appears, without being a good negotiator; sometimes it becomes difficult to resolve those differences when they are really needed.
Negotiating is the process by which two or more parties with different needs and goals work to find a mutually acceptable solution to an issue. Because negotiating is an inter-personal process, each negotiating situation is different, and influenced by each party’s skills, attitudes and style. We often look at negotiating as unpleasant, because it implies conflict, but negotiating need not be characterized by bad feelings, or angry behavior. Understanding more about the negotiation process allows us to manage our negotiations with confidence and outcomes become positive for both parties.
Objectives of the Workshop:
To make participant understand the step by step process of negotiation so that they can manage their negotiations with confidence and outcomes become positive for both parties.
It is observed that some people shy away from negotiating just because they are afraid of making a mistake or doing poorly. In the workshop participants will be coached as to how; with a little effort, and good negotiating skills; a better agreement can be found for both parties at the same time.
To help participants identify and experience many aspects of negotiating. Participants will be trained to gain a better understanding of the process, what to look for, what to watch out for and how to take control of the situation.
How will participants benefit after this workshop?
- Will be able to become a good negotiator; they will find themselves more confident, in more control and ending up with improved results.
- Will learn how to negotiate win-win deals.
- Will develop the key negotiating skills that bring success in business and in life.
- Will be able to enhance their capabilities to negotiate in the new business climate of the 21st Century.
Contents of workshop:
Day – 01:
- Introduction to program & learning objective
- Definition of Negotiation and its importance
- Importance of Negotiation
- Understanding the Negotiating context
- Negotiation objectives
- Negotiation: Win-win versus win-lose
- Preparation phase for Negotiation
- Meeting phase for negotiation
- Follow up phase for negotiation
- Selecting the Negotiation team
- Review of balance of power
- Purchasing Negotiation
- Price and cost analysis that helps Negotiating
- Negotiating tactics
- Stages of Negotiation
- Opening stage of Negotiation
- Testing stage of Negotiation
- Proposal stage of Negotiation
- Bargaining stage of Negotiation
- Agreement stage of Negotiation
- Questions in Negotiation
- Role play
- Negotiating for Sale
- Negotiation and time management
- Learning check
- Open questions
- Summarize and wrap up the day
Day – 02:
- Introduction to program & learning objective
- Negotiation and communication skill
- Nonverbal communication
- Negotiation and body language
- Negotiating by telephone
- Negotiating mistakes
- Negotiating styles
- Negotiating style: Warm
- Negotiating style: Tough
- Negotiating style: Logical
- Negotiating style: Creative
- Negotiating style: Deal Maker
- Negotiating Threats
- Surprise in Negotiation
- Negotiation: Put yourself in their shoes
- Negotiating with emotions
- Negotiating with integrity
- BATNA, WATNA and ZOPA
- Negotiation: You need time to think
- Negotiating fear
- Role play
- Quick deals in negotiation
- Persuasion techniques in Negotiation
- Learning check
- Open questions
- Summarize and wrap up the session
- Job related Question & Answers Session
- Introduction of other reference books
- Certificate Distribution
