Tools, Techniques and Tactics for Effective Negotiation

Sample Programme

Programme

Negotiation essentials
In this introductory session, the difference between average and accomplished performance in negotiation is explored. Using examples from real negotiations, participants are guided through a systematic analysis of how to avoid making the most commonly made negotiating errors, how to improve their negotiating performance, and how to select the right strategy for each negotiating opportunity.

• Alternative approaches to negotiation
• The core negotiating skills
• The negotiator’s dilemma
• Key concepts, tools and approaches: BATNA, ZOPA, Trade-ables and Interests
• The most commonly made negotiating errors
• Power and other techniques of persuasion
• Control techniques
• Reading and using body language
• Relationship management techniques
• Effective preparation
• Dramatic openings which take the initiative
• Tricks – and how to deal with them

Advanced negotiation
During this session, participants are given an opportunity to practise some of the approaches which have been found to be effective in a range of differing, and difficult, negotiations. The approaches are based on practical tools and techniques which have been found to produce successful outcomes. Participants are also introduced to a piece of software, which can be used to diagnose personal negotiating styles, and to identify opportunities for improvement.

• Win/perceived win negotiations
• Genuine win/win negotiation
• Internal negotiations
• Approaches that work, and approaches that fail
• Dealing with difficult people
• Managing differences and expectations
• Lack of power and other difficult situations
• Using creativity as a source of value
• Understanding the negotiation profile software
• Personal styles and improvement plans

Complex negotiations
Some negotiations are considerably more complex than others, and these complex negotiations require particular emphasis on particular factors. This session explores and explains what happens during these complex negotiations and provides detailed advice and guidance on understanding the negotiation architecture and structure, overcoming cultural psychological and other barriers, eliminating conflict and creating the momentum necessary to reach a satisfactory conclusion.

• Team negotiations
• Controlling the negotiation structure
• Identifying and overcoming obstacles to change
• Shaping other people’s behaviour
• Cross-cultural negotiations
• Negotiation by phone and email
• Planning with limited time

Special feature
Programme participants each receive a computer based negotiation profiling tool which aids objective self-assessment of negotiation capabilities and style.