Course Overview
We will build together in a spirit of welcome so that we can set people up for a workshop by getting them to talk about themselves – their dreams, their aspirations for future learning!
Topics covered in this course
Understanding Negotiation
This sessions covers the fundamentals of the negotiation process and offers a basic tool kit of skills that can be used to achieve outstanding results with anyone, anywhere. Participants will be presented with three phases for negotiating effectively and several opportunities to discuss the issues as they are presented.
Getting Prepared
This session will focus on the concept of WATNA instead of, or in addition to, a negotiated agreement and to further understand BATNA (best alternative to a negotiated agreement). Attendees will have an increased appreciation for recognising and using their options during a negotiation, including defining ZOPA (zone of possible agreement) and an acceptable compromise outcome (WAP).
Laying The Groundwork
This is a fantastic opportunity to come away with an understanding of how to negotiate well by becoming aware of the importance of setting the timing and the place, and building a common framework for moving towards a constructive outcome. You’ll come away with a framework for helping parties work on negotiations, brimming with confidence!
Phase One- Exchanging Information
In this session, it is our intent to overview what participants should do and not do during the negotiations to achieve successful outcomes.
Phase Two-Bargaining
In the negotiate module, attendees can expect to learn how to negotiate with confidence the skills that they can then practice and develop on their own. This includes learning strategies and techniques for the persistence necessary to overcome any obstacles that arise.
About Mutual Gain
Today, well discuss the idea of win-win and three ways to make sure that any agreements we enter into serve us well. Our goal for this session is that you will never leave an agreement at anything less than a big win.
Phase Three-Closing
A provocative final section teaches users how to create agreements with stickability.
Dealing with Difficult Issues
Participants will also learn how to handle problems diplomatically in a session where they’ll be taught strategies for handling sensitive situations. Attendees can learn techniques for how to tackle some of the most difficult issues.
Negotiating Outside the Boardroom
In addition, there’s a session on negotiating out of the boardroom. You will be trained in the process and principles of small scale negotiations.
Negotiation on Behalf of Someone Else
This session will provide you with techniques for building the negotiation team and approaches for handling tough questions on the day.
Wrapping Up
At the end of our session today, our learners will be able to: ask questions; draw conclusions; identify a plan of action.