NEGOTIATION SKILLS COURSE

TEN NEGOTIAION TECHNIQUES

WELCOME TO OUR

NEGOTIATION SKILLS COURSE OUTLINE

Although people often think of boardrooms, suits, and million dollar deals when they hear the word “negotiation,” the truth is that we negotiate all the time.For example, have you ever…     
        - Decided where to eat with a group of friends?
       
        - Decided on chore assignments with your family?
     
        - Asked your boss for a raise?

 

These are all situations that involve negotiating! This workshop will give participants an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved.

  • Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating

  • Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA

  • Lay the groundwork for negotiation

  • Identify what information to share and what to keep to yourself

  • Understand basic bargaining techniques

  • Apply strategies for identifying mutual gain

  • Understand how to reach consensus and set the terms of agreement

  • Deal with personal attacks and other difficult issues

  • Use the negotiating process to solve everyday problems

  • Negotiate on behalf of someone else

COURSE OBJECTIVES

  1. Prepare, prepare, prepare.
    Enter a negotiation without proper preparation and you've already lost. Start with yourself. Make sure you are clear on what you really want out of the arrangement. Research the other side to better understand their needs as well as their strengths and weaknesses. Enlist help from experts, such as an accountant, attorney or tech guru. 
     

  2. Pay attention to timing. 
    Timing is important in any negotiation. Sure, you must know what to ask for. But be sensitive to when you ask for it. There are times to press ahead, and times to wait. When you are looking your best is the time to press for what you want. But beware of pushing too hard and poisoning any long-term relationship.

     

  3. Leave behind your ego.
    The best negotiators either don't care or don't show they care about who gets credit for a successful deal. Their talent is in making the other side feel like the final agreement was all their idea. 

     

  4. Ramp up your listening skills.
    The best negotiators are often quiet listeners who patiently let others have the floor while they make their case. They never interrupt. Encourage the other side to talk first. That helps set up one of negotiation's oldest maxims: Whoever mentions numbers first, loses. While that's not always true, it's generally better to sit tight and let the other side go first. Even if they don't mention numbers, it gives you a chance to ask what they are thinking. 

     

  5. If you don't ask, you don't get.
    As part of your preparation, define your highest justifiable price. As long as you can argue convincingly, don't be afraid to aim high. But no ultimatums, please. Take-it-or-leave-it offers are usually out of place.

     

  6. Anticipate compromise.
    You should expect to make concessions and plan what they might be. Of course, the other side is thinking the same, so never take their first offer. Even if it's better than you'd hoped for, practice your best look of disappointment and politely decline. You never know what else you can get. 

     

  7. Offer and expect commitment.
    The glue that keeps deals from unraveling is an unshakable commitment to deliver. You should offer this comfort level to others. Likewise, avoid deals where the other side does not demonstrate commitment.

     

  8. Don't absorb their problems. In most negotiations, you will hear all of the other side's problems and reasons they can't give you what you want. They want their problems to become yours, but don't let them. Instead, deal with each as they come up and try to solve them.
     

  9. Stick to your principles. 
    As an individual and a business owner, you likely have a set of guiding principles — values that you just won't compromise. If you find negotiations crossing those boundaries, it might be a deal you can live without.

     

  10. Close with confirmation. 
    At the close of any meeting recap the points covered and any areas of agreement. Follow-up with appropriate letters or emails. Do not leave behind loose ends.

ACRONYMS

  • W.A.T.N.A.: Worst Alternative to a Negotiated Agreement.
     

  • B.A.T.N.A.: Best Alternative to a Negotiated Agreement.
     

  • W.A.P.: Walk Away Price
     

  • Z.O.P.A.: Zone Of Possible Agreement

PERSONAL PREPARATION

One way to relieve some of the tension you may be feeling before a negotiation is to remind yourself that there is nothing to be afraid of. As long as you understand your position, there is no danger that you will “lose” the negotiation.

​Always Be;

  • Polite - It never reduces your argument

  • Firm - Removes Perceptions of Weakness

  • Calm - Facilitates Persuasion and Compromise

  • Don’t ever take things personally

THE NEGOTIATION PROCESS

These phases describe the negotiation process itself. Before the process begins, prepare for the negotiation. This involves establishing your bargaining position by defining the BATNA, WATNA, and WAP.

PREPARATION

OPENING POSITION

BARGAINING

MOVEMENT

CLOSING

EXPERIENCE.

LEARN.

GROW.

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