Course Overview

The Advanced Negotiating Techniques programmed teaches participants the negotiating so they can interact more effectively with others, resolve conflict and disputes, and achieve the best outcomes for themselves and their organizations.The programmed defines negotiation and outlines the circumstances required to conduct a meaningful negotiation. Participants learn a model of the cooperative process. Human motivation and needs are critical aspects of negotiation, so participants gain knowledge and skills in essentials of human behavior. Participants learn the basics for building a relationship with others that allow for effective negotiations. The programme guides participants through the steps to prepare for a negotiation and it provides participants with procedures to clarify assumptions which lie behind negotiations.

Course Objectives

Upon completion of this course, the trainees will be aware and understanding of the following:

• Revise the essential elements involved in negotiation
• Learn Self-analysis - understanding behavioural patterns
• Understand negotiation structure
• Improve preparation and planning
• Be aware of and use signals
• Deliver assertive proposals
• Use creative variables within negotiation
• Minimize and optimize concessions
• Know the needs and motivations that exist in negotiation
• Develop a negotiation mentality.

Who Should Attend?

This course is designed for those responsible for managing others including team leaders, supervisors and managers who may have the task of resolving conflict. Also, it is recommended for anyone who wishes to find a solution to resolving their own conflict or negotiate to win.

Course Contents

Module (01) Researching opponents

• Conduct effective preparation for effective negotiations and build constructive relationships in negotiations
• Identify negotiating behaviors deadlock, joint problem solving, and submission
• Get around “stuck” situations and achieve win-win situations

Module (02) Apply a four phase model for negotiating

• Prepare
• Discuss
• Propose
• Bargain

Module (03) Identify goals for each issue

• Set your objective
• Check understanding and avoid “crossed wires”
• Describe the dangers of making assumptions
• Sell ideas and suggestions, by linking them to the needs of the other property

Module (04) Speak the opponents’ language

• Demonstrate active listening skills
• Describe the dangers of making assumptions
• Sell ideas and suggestions, by linking them to the needs of the other property

Module (05) Identify and apply the top skills to negotiations

• The negotiation process – basic negotiating techniques
• Defining your personal style of negotiating
• Pre-negotiation – preparation and planning
• Setting your objectives and deciding your own limits of compromise
• Analyzing the other side’s position
• Understand how attitude affects outcome
• Recognize how attitude affects outcome
• Recognize how assertive behaviors influence our results
• Use questioning skills and explore feelings, ideas and concerns openly and constructively
• Concluding the negotiation in a positive and productive manner – gaining a win-win situation

Module (06) Difficult Situations

• Creating a positive impression when dealing with senior colleagues
• Communicating difficult or sensitive messages
• Gaining co-operation from others and minimizing conflict

Module (07) How to prevent conflict

• How to identify the warning signs which indicate conflict is emerging
• Steps to take to prevent conflict from escalating
• How to avoid personality clashes within the team
• Methods of separating emotions from actions