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Negotiating to Win

About Workshop

We all negotiate in our personal and professional lives. We need to negotiate when we are selling something, or buying something, or dealing with a project, manufacturing plan, delivery schedule, a budget, or any of a hundred other situations. In most of these cases, we are trying to resolve differences. It appears, without being a good negotiator; sometimes it becomes difficult to resolve those differences when they are really needed.

Negotiating is the process by which two or more parties with different needs and goals work to find a mutually acceptable solution to an issue. Because negotiating is an inter-personal process, each negotiating situation is different, and influenced by each party's skills, attitudes and style. We often look at negotiating as unpleasant, because it implies conflict, but negotiating need not be characterized by bad feelings, or angry behavior. Understanding more about the negotiation process allows us to manage our negotiations with confidence and outcomes become positive for both parties.

Strong negotiation skills are the keys to success in business and life. The strength of your agreements, understandings and relationships mean the difference between success and failure. Weak agreements with companies and individuals always break down. They bring nagging dissatisfaction and aggravation into your business and personal lives. Strong agreements help you reach and exceed your own objectives, and leave the other party gaining more satisfaction at the same time.

Negotiating is more than a discussion of issues or a signed agreement. Negotiating is an unwritten judgment on the quality and character of the participants. In reaching that judgment, integrity is the key element. Integrity makes the deal to work in a meaningful manner. There is no substitute for it. Effective negotiating tips can help you work more effectively with your customers, co-workers, and boss. They are also applicable to other interpersonal situations.

When negotiating, you want to end up with the “Ultimate Contract” – an agreement representing the best offer in the market for all terms: price, warranty, delivery, payment terms, etc. If you know the process of negotiation, then your negation will result in an ultimate contract. We need to Negotiate Ethically But Confidently.

The negotiations you have with others in your own organization are some of your most challenging--and most important tasks. How you handle these interactions in discussions and meetings may have impact on your career. These negotiations can damage, or help, organizational harmony and your ability to get your job done successfully. Negotiation is a process of discovery. Questions are raised and answers given, statements made and rebuttals offered. During a negotiation there often is great pressure placed on you to provide quick statements and sensible answers to hard questions. Negotiating techniques help you improve your ability to handle questions during a negotiation. While negotiating is art, you can greatly improve your success by learning a few simple negotiating skills. You must learn strategies, techniques, tactics, tips and skills you need to make you an effective negotiator.

If you are really able to understand negotiation skills and techniques, you will be able to improve your business and personal success. You will be bolder and more confident. What's more, you will be able to reach better, longer lasting, win-win agreements on issues that seemed impossible previously.

Too many negotiations break down for the wrong reasons. Negotiating impasses are not always caused by world-shattering issues or great matters of economics. Many breakdowns during negotiation are the result of simple things like personality differences, fear of loss-of-face, troubles within the organizations, a poor working relationship with the boss, or the sheer inability to make a decision. Any consideration of how to break a negotiating impasse must take into account the human factor. It may not be what you do, but how you do it that becomes the critical factor.

Never fear to negotiate, no matter how great the differences are. It is impossible for both parties to recognize where and how an agreement can be made without undertaking the process of negotiating. The final outcome only becomes apparent after extended discussions. Negotiating fear can create enormous pressure on you and impact your success. Never get panicked into a final agreement by a time deadline. It is easy to fall into the time trap. Sometimes, be skeptical about deadlines. Most of them are negotiable.

If you make an error in coming to an agreement, don't be afraid to admit it. Maybe it is an error in judgment or a mistake on some fact or statistic. Whatever it is, it can impact your final agreement. Deal with errors promptly. Admitting such mistakes needs courage. In order to handle all these process, you have to be a good negotiator. Remember, negotiation is not a contest. Don't shy away from negotiating just because you are afraid of making a mistake or doing poorly. With a little effort, and good negotiating skills, a better agreement can be found for both parties at the same time.

Negotiation skill will help you identify and experience many aspects of negotiating. It would assist you to gain a better understanding of the process, what to look for, what to watch out for and how to take control of the situation. Many people don't realize how much they actually negotiate. In reality, negotiations are intertwined into many of our daily activities. If you are really able to become a good negotiator, you will find yourself more confident, in more control and ending up with improved results.

Learn how to negotiate win-win deals. Develop the key negotiating skills that bring success in business and in life. Build upon the negotiation strategies and tools for effective negotiating to enhance your capabilities to negotiate in the new business climate of the 21st Century.

Workshop topics to be covered:

Session 01: 09:00 - 10:30
---Introduction to program & learning objective
---Definition of Negotiation and its importance
---Understanding the Negotiating Context
---Preparation for Negotiation
---Negotiation Phases
---Negotiating for Purchasing
---Negotiating for Sale

Session 02: 10:45 - 13:00
---Negotiation objectives
---Developing Negotiation strategy
---Stages of Negotiation
---Selecting the Negotiation team
---Negotiating tactics
---Price and cost analysis that helps Negotiating
---Review of balance of power
---Question & answer session

Session 03: 14:00 - 15:45
---Negotiation and meeting plan
---Negotiation and time management
---Negotiation and communication skill
---Nonverbal communication & body language
---Negotiating mistakes
---Negotiating threats
---Negotiating by telephone

Session 04: 16:00 - 17:00
---Negotiating with emotions
---Negotiating with integrity
---Building agreement through Negotiation
---Negotiating performance evaluation
---Other Negotiation tips
---Question & answer session

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