ILM Endorsed Win-Win Negotiation Skills
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ILM Endorsed Win-Win Negotiation Skills Course
Introduction:
Negotiation is part of our daily lives. Every day we negotiate with customers, suppliers, co-workers, business associates, and family members. Negotiation is a method by which people settle differences. It is, to put it simply, the process of trying to get what you want from another person. Too often, business negotiations are limited to a battle over price. While the price is of course important, this single-mindedness limits the total value that the parties could benefit from in a partnership. In this negotiation training course, you will gain insight into the habits of good negotiators as you build your skills. Through a series of group exercises, you will be able to learn and practice proven negotiation tactics, refine your negotiating style, and improve your ability to negotiate successfully and effectively in any situation.
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 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 checklist, 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
