Negotiation Skills

SCHEDULE

July 23 to July 25 Abu Dhabi, United Arab Emirates Register
October 20 to October 22 Abu Dhabi, United Arab Emirates Register
November 3 to November 5 Dubai, United Arab Emirates Register

Overview

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.

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.

Objectives

  • 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
  • Develop your confidence to give you the ability to ‘think on your feet’
  • Deal effectively with different behaviours during negotiations
  • Learn how to develop an effective plan and strategy for any negotiation
  • Know when and when not to negotiate
  • Understand and know how to use principled negotiation skills
  • Identify and counter negotiation tactics
  • Learn how to become more persuasive
  • 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

Course content

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

Day one

What is negotiation?
  • The essentials of negotiation
  • Negotiation definition and terms
  • Different negotiation styles
  • Skills and qualities of a successful negotiator
Variables in negotiation scenarios
  • How to stand your ground in negotiations
  • The importance of attitude in negotiation
  • 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
  • Finding out about the company you are negotiating with
  • The competition; who are they and what are they getting
  • Planning what questions to ask

Day Two

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

Day Three

Steps in negotiation
  • Building a rapport with your opponent
  • Identifying clear goals and objectives
  • 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
  • Dealing with unexpected negotiation
  • Using time and space constraints to their maximum advantage
  • The four ‘P’s of negotiation
  • Negotiation over the telephone
Phases of negotiation
  • Exploration
  • Bidding
  • Bargaining
  • Settling
  • Confirming

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
    • Assessments

 

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Abu Dhabi

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

Tax Registration Number:
100003031000003
for VAT purposes, only in the UAE

Dubai

P.O. Box 334058, Dubai,
United Arab Emirates
Phone: +971 4 2566414
Fax: +971 4 2566424

Tax Registration Number:
100003031000003
for VAT purposes, only in the UAE