Negotiation Skills

SCHEDULE

December 10 to December 12 Abu Dhabi, United Arab Emirates Register

COURSE AIMS

The art of successful negotiation is the careful exploration of opposing positions with the goal of achieving a positive outcome. Through a series of case studies, role plays and self-reflection this programme will provide you with a greater understanding of what it takes to engage in principled negotiations and get the outcome both you and the other parties desire.

WHO WILL BENEFIT FROM THE COURSE?

Anyone who would like to improve their ability to effectively communicate and negotiate in simple, complex and difficult negotiations situations.

WHAT WILL YOU GAIN FROM THIS COURSE?

  • Define what a negotiation is
  • Identify your own particular negotiation style
  • Learn what skills will help make you an effective negotiator
  • Understand the role of communication in negotiations
  • Become more confident when negotiating
  • Develop your confidence to give you the ability to ‘think on your feet’
  • Deal effectively with different behaviours during negotiations
  • Develop an effective plan and strategy for any negotiation
  • Know when and when not to negotiate
  • Understand an know how to use principled negotiation skills
  • Identify and counter negotiation tactics
  • Learn to become more persuasive
  • Minimise conflicts and deadlocks both internally and externally
  • Learn how to handle negotiations in an ethical manner that strengthens relationships
  • Understand what you want from each negotiation and what will cause you to walk away from it

SAMPLE COURSE CONTENT

Below is an example of the course content. The content can be ‘tailored’ to meet the exact requirements of the client.

What is Negotiation?
  • Why do We Need to Negotiate?
  • Skills and Qualities of a Successful Negotiator
  • The Essentials of Negotiation
  • Typical Variables in Negotiation Scenarios
  • The Importance of Attitude in Negotiation
  • How to Stand Your Ground in Negotiations
  • Common Mistakes in Negotiation
  • Conflict in Negotiation and How to Avoid it
The Outcomes of Negotiation
  • ‘Win/Win’ Situation (Mutual Gain)
  • ‘Win/Lose’ Situation (Domination)
  • ‘Lose/Win’ Situation (Submission)
  • ‘Lose/Lose’ Situation
  • Fifth Outcome of Negotiation
Pre-Negotiation Research
  • Planning What Questions to Ask Based
  • Finding Out About the Company You are Negotiating with
  • The Competition; Who are They and What are They Getting
Negotiation with Different Types of People
  • Planning Your Approach
  • Knowing What Your Opponent Has and What You Want
  • Getting What You Want for the Conditions You Want
  • Negotiating with More Than One Person at a Time
Communication in Negotiation
  • Asking Clear and Concise Questions
  • Determining Any Hidden Agendas
  • Watching for Signals of Uncertainty
  • Questions to Avoid During Negotiation
  • Reading Body Language
Beyond the Basics: Deadlocks and Concessions
  • Organising Your Concessions in Order of Priority
  • Using Your Concessions for Maximum Impact
  • Finding Out What the Other Parties Concessions Are
  • How to Use Concessions to Your Advantage
  • What to do When There is a Deadlock
  • How to Prevent a Deadlock
Steps in Negotiation
  • Building a Rapport with Your Opponent
  • Identifying Clear Goals and Objectives
  • Starting the Process (Assume Seller and Buyer)
  • Establish Disagreement and Conflict
  • Working Out a Compromise
  • Settle or Agree
Setting the Stage: Understanding the ‘When’ and ‘Where’ of Negotiation
  • Setting the Scene for a Successful Negotiation
  • Opening the Negotiation
  • Negotiation Over the Telephone
  • Dealing with Unexpected Negotiation
  • Using Time and Space Constraints to Their Maximum Advantage
  • The Four ‘P’s:
    • Purpose
    • Plan
    • Pace
    • Personality
Phases of Negotiation
  • Exploration
  • Bidding
  • Bargaining
  • Settling
  • Confirming

Planning to Negotiate

Several case studies based on the delegates’ real life scenarios of the different situations they are required to negotiate in will be covered throughout the course. This will ensure that the role plays emphasise and stress on the concepts covered on the course and that the delegates are able to apply them to situations with confidence when faced with them.

METHODOLOGY OF TRAINING

The foundation of our training is anchored in activity-based experiential learning. This methodology takes into consideration different learning and communication styles, and more importantly language and cultural differences. It is through active participation that the adoption and application of theory is expedited.

Our training team pays careful attention to planning and designing effective instructional methods essential for the transfer of knowledge. It is the creative skill of our management trainers and consultants that reveal untapped skills of the delegates through:

  • Group discussion
  • Individual and syndicate activities
  • Individual and group tasks
  • Case studies
  • Role plays
  • Audio and video evaluation
  • Action planning
  • Experiential learning games
  • Presentations

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P.O. Box 44705, Abu Dhabi,
United Arab Emirates
Phone: +971 2 6740340
Fax: +971 2 6743554

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P.O. Box 334058, Dubai,
United Arab Emirates
Phone: +971 4 2566414
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