Powerful Negotiation Skills
Get Results with Powerful Negotiation Skills! Gain commitment to outcomes, decisions and tasks!
While salespeople, managers, and union representatives benefit from negotiation training, many participants are drawn to the course for broader “life skills.” They want to feel more confident, influential, and effective in everyday interactions and career development.
This course helps anyone who wants to improve their ability to influence outcomes, advocate for themselves, and navigate workplace or life situations more effectively.
OVERVIEW
We use negotiating techniques in our everyday lives, sometimes without realizing it. In our professional lives, however, negotiating is a necessary and versatile skill. The ability to negotiate appropriately can be your edge in achieving success. Whether you’re dealing with colleagues, employees, senior management, prospects, clients or suppliers, you will achieve your goals more often by using powerful, appropriate and effective negotiating strategies and techniques. You will learn how to improve your negotiating skills with a clearer understanding of highly effective communication techniques. You will better understand the ins and outs of negotiation, and develop effective strategies, tactics and counter-measures for manipulative opponents. The workshop uses experiential methods allowing you apply what you have learned and practice your new skills in a variety of methodologies. These include role plays, case studies, personal skill analysis questionnaires, games and trainer-led discussions.
At the end of this workshop, you will be able to:
- Explain the real purpose of constructive negotiation leading to win-win
- Develop the emotional, logical and ethical components of a win-win negotiator
- Distinguish between “positional” and “principled” negotiating
- Plan and structure a win-win negotiation event
- Assess personal negotiating motivation and aptitudes
- Use communication skills critical to successful negotiating
- Handle conflict situations as they arise during negotiation events
- Identify and expand upon your personal style of managing conflict
- Apply a 5-step process in managing and resolving conflicts
- Close negotiations more professionally
PROGRAM TOPICS
Concept and Principles
- Definitions
- Essential elements
- Principled positional negotiation
Communication Skills Essential to Effective Negotiating
- Questioning
- Active listening
- Perception checks
- Assertive communication
- Initiating proposals
- Interrupting and differing
The Basics of Negotiation
- Winning and losing situations
- Negotiation techniques
- Approach to negotiation
- Force field analysis
Negotiation Process
- Preparation and planning the negotiation
- Discussing the problem
- Proposing solutions
- Negotiating a compromise
- Finalizing an agreement
Team Negotiating
- Do’s and don’ts in teams
Desirable Characteristics in Skilled Negotiators
- Traits needed for success in your area
- Negotiating motivation
Strategy and Tactics
- Hard and soft strategies and tactics
- Counter strategies and tactics
- Practice cases
Conflict Management
- What constitutes conflict and being comfortable with it
- Identifying your personal conflict management style
- 5 methods of managing conflict
- 5 key action steps in conflict resolution
WHO SHOULD ATTEND?
Powerful Negotiation Skills course is for anyone who wants to improve their ability to influence outcomes, advocate for themselves, and navigate workplace or life situations more effectively.
At Dave Jones Consultants, class sizes are kept small for a more in-depth learning experience customized for the participants. This instructor-led, in-person/remote courses delivered by Dave Jones will ensure participants receive hands-on training with real-life applications.
COURSE MATERIALS
Each participant is provided a workbook with reference materials. Each participant also creates additional materials, personalized to his or her own workplace situation. The combination of these two elements creates a manual that is used throughout the year. A Certificate of Achievement for this course is available to all participants upon completion.
COURSE LENGTH
Powerful Negotiation Skills is a 2-Day course.
