Course Duration: 2 Days

Course Category: Soft Skills Training

 

14 PDUs (Professional Development Units)

Negotiation Skills

   
Workshop Objectives

Negotiations are a delicate task of balancing results and relationships. Successful and a win-win negotiations leads to a sense of success and gains for all parties. Many successful agreements or understandings survive years or even decades. Similarly, lopsided or poorly negotiated outcomes invariably lead to a sense of negativity and mostly, a failed effort.

 

This course offers a step by step process from planning a negotiation to executing one. The workshop would also cover the various negotiation styles and the accompanying behavioural models.

 

This course is applicable and useful for anyone who aspires to improve his or her negotiating skills. 

   
Methodology Exercises, Role-plays, discussions, case studies etc.
   
Who Should Attend
  • Senior and Middle Managers who manage teams, vendors and customers.
  • Professionals in Change Management role such as Entrepreneurs, Consultants, Coaches and Consultants, Department Managers, Quality Managers etc.
  • Human Resource Professionals
  • Professional Recruiters
  • Sales and Marketing Professionals.
  • Service level staff
  • Corporate Executives on a growth path.
   
Workshop Contents
  • Introduction to the program & context building
  • Objective & agenda of the program
  • Ice breaker & expectation gathering
  • Getting started
    • What is negotiation?
    • Mind set required for negotiations
    • Skills v/s attitude
  • Planning a negotiation

    • Identifying needs and wants
    • Developing negotiating objectives
    • Establishing an opening position and settlement range
    • Develop Options
    • Planning concessions
  • Use of different powers of in negotiation
  • Execution of negotiation
    • Opening a negotiation
    • Exploring a negotiation
    • Closing a negotiaion
  • The Fischer Model of Negotiation
  • The ‘Courage-Consideration Paradigm’ of Steven Covey
  • Approaches to negotiation
  • Negotiation styles
    • Aggressive and Confronting
    • Assertive and Persuasive
    • Open and responsive
    • Avoiding and withdrawing
  • Negotiation Style Model
    • The Fight – Flight Psyche
    • Push and Pull Behaviors
  • Skills of a negotiator
    • Need of flex your style
    • How to adapt your style
  • Closure

Available Funding Support
Malaysia Only

HRDF Logo_02This course is HRDF SBL & HRDF SBL Khas Approved

Leave a Reply

Your email address will not be published. Required fields are marked *

You may use these HTML tags and attributes: <a href="" title=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <strike> <strong> <font color="" face="" size=""> <span style="">

PMI, PMP, PMBOK, CAPM, PMI-ACP and the Registered Education Provider logo are registered marks of the Project Management Institute, Inc.
CMMI®, Capability Maturity Model®, Capability Maturity Modeling®, CMM®, PCMM® and Carnegie Mellon® are registered in the US Patent and Trademark Office by Carnegie Mellon University.
ISTQB® is a Registered Trade Mark of the International Software Testing Qualifications Board.
IIBA®, BABOK® and Business Analysis Body of Knowledge® are registered trademarks owned by International Institute of Business Analysis. CBAP® and CCBA® are registered certification marks owned by International Institute of Business Analysis. Certified Business Analysis Professional, Certification of Competency in Business Analysis, Endorsed Education Provider, EEP and the EEP logo are trademarks owned by International Institute of Business Analysis.
The APMG-International Agile Project Management, AgilePM and Swirl Device logos are trademarks of The APM Group Limited.
PRINCE2®, ITIL®, IT Infrastructure Library®, and MSP® are registered trademarks of AXELOS Limited. The Swirl logo™ is a trade mark of AXELOS Limited.
The ITIL Licensed Affiliate logo is a trademark of AXELOS Limited.
SCRUM Alliance REP SM is a service mark of Scrum Alliance, Inc.