HIGH IMPACT NEGOTIATION SKILLS (INTERMEDIATE)
HIGH IMPACT NEGOTIATION SKILLS (INTERMEDIATE) Communication Skills Soft Skills Selangor, Malaysia, Kuala Lumpur (KL), Shah Alam Training, Workshop | Iconic Training Solutions Sdn Bhd
HIGH IMPACT NEGOTIATION SKILLS (INTERMEDIATE)
DURATION: 1 DAY
 
INTRODUCTION
 
 “The reason we negotiate is to produce an outcome better than the outcome we can obtain without negotiating.”- Roger Fisher & William Ury
 
In a challenging economy where everyone takes position, how do you negotiate to get what you want without losing too much of what you have?
 
Negotiation skills are used by all managers, either face-to-face or by telephone, both with external organizations and internally with colleagues. Beyond the world of buying and selling, managers use negotiation skills for a variety of reasons; project deadlines, human resource allocations, service delivery specifications, improved support, or increased budget allocation.
 
This intensive, hands-on, activity driven program teaches skills that boost better results through increased understanding and effective implementation of the negotiation process. It helps sharpen the negotiation skills of even experienced managers, empowering you to take advantage of every negotiation opportunity.
 
By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest positive impact at every given opportunity when facing any negotiation every time.
 
High Impact Negotiation Skills focuses on the following areas:
Active listening
Communication
Discovery questioning
Influence
 
LEARNING OUTCOMES / BENEFITS
 
Upon completion of this program, the participants will be able to:
 
  • Apply your own successful negotiation style with key behavioral elements
  • Develop negotiating strategies that can be used according to the needs and demands of your organization.
  • Employ different tactics in situational negotiations
  • Identify and negotiate the best outcome possible
  • Understand and employ the key skills and processes to negotiate successfully
 
 
KEY CONTENT


MODULE 1: THE DISCOVERY STAGE
 
  • Understand the context for negotiation
  • Looking for ZOPA
  • Developing BATNAs
  • Listening and questioning at work
  • Identifying needs and priorities
 
MODULE 2: THE PROPOSING STAGE
 
  • Anchoring
  • Managing expectations
  • Defining wants, breakpoints and first proposal
  • Negotiation planning instrument
  • Tactics and defense
 
MODULE 3: THE COUNTERING STAGE
 
  • Making counter-proposals
  • Holding
  • The value of compromise
  • Using tradeables
  • Unlocking values
 
MODULE 4: THE AGREEMENT STAGE
 
  • Reaching an agreement
  • Summarizing, confirming and re-confirming
  • Logical vs acceptable
  • The Law Of Constant Change
  • Follow-up
 
METHODOLOGY
 
In our programs, you can expect an extensive use of case studies, debriefing, dyads, facilitated coaching, feedback, games and activities, group discussions, lectures, psychodramas, simulations, story-telling and structured instruments.
 
TARGET AUDIENCE
 
Sales professionals, marketing specialists, managers, buyers, merchandisers, procurement specialists as well as everyone who has a stake in the organization’s top and bottom line interests and its sustainability

Please leave your enquiry here, we will reply as soon as possible.


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