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IT WorkshopsEmail

Negotiation Skills: Achieving Successful Outcomes




Duration:2 Days (10 am to 5 pm with one hour lunch break)

Cost: $ 1599 + HST

Course Content

DEFINING THE NEGOTIATION ENVIRONMENT

  • The impact of organizational culture
  • The range of negotiation styles and practices
  • Assessing negotiation feelings and attitudes
  • Differentiating win/win from win/lose
  • Defining the Wise Agreement

POWERING UP PRINCIPLED NEGOTIATION

What is principled negotiation?
  • Elements of principled negotiation
  • The 5-step negotiation process model
  • Payoffs of principled negotiation

Standards for principled negotiation
  • Baselining negotiation standards
  • Building a wise agreement
  • Efficient and ethical negotiation approaches

PLANNING WISE NEGOTIATION OUTCOMES

The components of a negotiation plan
  • Structuring positional analysis with the Johari Window
  • Clarifying potential outcomes
  • Leveraging the power of BATNA
  • Tailoring your situational approach

Forming a negotiation preparation plan
  • Successful negotiation planning
  • Balancing plan components
  • Crafting a negotiation plan
  • Testing plan feasibility
  • Future proofing your plan

Setting the stage for successful negotiation
  • Logistics for successful outcomes
  • Anticipating logistical power plays
  • Building psychological readiness
  • Physical fitness for negotiation success

TIMELY STARTING AND CLOSING ACTIONS

Conducting a principled negotiation
  • Recognizing hidden agendas
  • Making the most of start and stop signals
  • Knowing when to Agree, Bargain, Control or Delay (ABCD)
  • Gaining collaboration and support
  • Sustaining positive momentum

Informal and formal negotiations
  • Distinguishing watercooler vs. boardroom strategies
  • Choosing when and when not to formalize
  • Gauging the best way to close the deal

GOING HEAD-TO-HEAD WITH "HARDBALL" NEGOTIATORS

Common "hardball" styles
  • Intimidation, games and tactics
  • Moves of classic manipulators
  • Challenging conventional wisdom on "hardball" effectiveness

Principled responses to "hardball" tactics
  • Negotiation tactics for effective outcomes
  • Revealing unprincipled moves and motivations
  • Countering the win/lose mindset
  • Managing emotional pressures

THE PSYCHOLOGY OF SUCCESSFUL NEGOTIATION

Applying motivation best practices
  • Assessing the communication profile of negotiating parties
  • The impact of beliefs and values
  • Creating and adjusting plans based on SWOT analysis
  • Identifying Emotional Intelligence (E.I.)
  • Multiple Intelligence (M.I.) and communication filters
  • Analyzing communication strengths and challenges

Listening actively for effective negotiation
  • Developing rapport
  • Drafting an iterative negotiating plan
  • Mapping E.I. and M.I. to improve communication
  • Recognizing and valuing diversity in others

APPLYING YOUR SKILLS IN AN AUTHENTIC ENVIRONMENT

Developing agile strategies
  • Moving from one-to-one to inter-team negotiations
  • Deploying an iterative process
  • Conducting resource matrix problem solving

Best practices of principled negotiation
  • Arriving at wise agreements
  • Creating efficacy in the negotiation process
  • Delivering ongoing value through positive relationships and reduced stress

For more information, please call us at 647-430-7478 or email us at:support@skills4careers.com



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