Negotiation

Whether negotiating a relationship
or a Win-Win Deal

INTRODUCTION

Most of us negotiate everyday – from getting the best bargain in the street market to a remuneration package for your job. For executives, negotiation is a way to get the best deal on the table without damaging the relationship with their counterparts – i.e. getting a win-win deal.

OBJECTIVES

At the end of this workshop, participants will have a better understanding of...

Your own negotiation style and in what ways you can improve
The essentials of negotiation planning
How to capture the “real” meanings from what your opponents say
Different negotiation styles, techniques and strategies
How to leverage and position power in the negotiation environment
Negotiation in the international context

KEY TOPICS

1. Going Into The Conference Room

What is a negotiation?
Why do we negotiate?
What is a successful negotiator like?
How to set good and achievable negotiation goals?

2. Setting Up A Favorable Negotiation Environment

Listening to the "real message"
Asking the right questions
Leveraging and positioning power
Position review

3. Barriers to Negotiation

Dealing with emotions
Be 150% prepared

4. Getting Down To Business

The Negotiation Process
10 Things to emphasize and avoid in negotiations

5. Negotiation Styles, Techniques and Strategies

P.E.E.L. away the outside issues
A.C.T. - ETC

6. Inter-cultural Negotiations

Hofstede’s Cultural Dimension
Negotiation styles of different cultures
DO’s and DON'T’s of negotiation in the international context

Training Workshops