In organizations, one has to negotiate every day with customers, suppliers, co-workers, business associates and family. Employees need to make their negotiations effective by figuring out what motivates the other side and knowing when to put an offer on the table which will result in a win-win negotiation. To become a powerful negotiator, one needs the skills to handle difficult people and ensure that someone does not take advantage of you.
How do you get others to buy-in? How can you avoid creating long term problems when you negotiate? How can you avoid being taken advantage of in negotiations without creating an impasse? This negotiation workshop will help the participants to succeed where others fail by giving the participants the practical skills that will work in the real world so that they can use negotiation as a competitive advantage for the organization.
How participants will benefit after the course:
At the end of the program the participants you will know how to:
get the best deal in a negotiation
overcome obstacles in negotiation
close the deal
take control of a negotiation
negotiate with unreasonable people
decide when to make the first offer
know when to walk away
Workshop topics to be covered:
1. The Negotiation process defined : The basics of the negotiation process
2. What makes a good negotiator: The characteristics of an effective negotiator
3. What are the different types of negotiations carried out in organizations and how to handle them?
4. Planning and preparing for a negotiation
5. Understanding the concept of BATNA (Best Alternative To a Negotiated Agreement)
6. The importance of BATNA and determining your BATNA
7. Issues in Negotiation
8. Negotiation Strategies
9. Understanding your own style of negotiation
10. 10 Techniques for better negotiation
11. Handling difficult negotiators
12. Handling Emotions
The workshop will be interactive and include case studies, videos and exercises. The facilitator will also share his real life experience in negotiating multi-million dollar contracts, sales deals, distribution and agency agreements, capital equipment deals and complex trade union agreements.