The Art of Negotiating
A vital part of everyone's daily life is negotiation. We do it everywhere,at work, at home, while shopping. Whether we like it or not, we negotiate.
By improving personal skills, and applying proven techniques and methodologies, everybody can be a negotiating champion. An Intermediate Level minimum of both spoken and written English is required for the following courses:
- Laying the Groundwork to Negotiate
- Strategizing the Pros and Cons
- Interpreting Body Language
- Making Scores
- Negotiation Management by Listening and Q&A
- Ways and Means to Creativity
- Assess and Improve Expertise
Detailed Course Plan
* Getting Past Go - Laying the Groundwork
What's going on? Why are you there? What are you thinking and assuming about them? What's going on in their minds about you? Issues vs. objectives. Skills required for success. What is the most, and the least, that can be achieved? Making a plan and checklist.
* Strategizing the Pros and Cons
Who's right and who's wrong? Why? Patience and tolerance. How do you know when you've accomplished your goals? How to withdraw. Knowing when opportunity is knocking. Changing your approach. Calculating chances and limitations. Connecting and disconnecting. Where do we go from here?
* Interpreting Body and Meta (hidden) Language
Understanding gestures, mannerisms, expressions, and feelings. "Trigger" words. How to awaken and promote participation. Importance of the right environment - room, table and seating arrangements.
* Making Scores
Getting satisfaction and value recognition. Reversing win/lose positions. Creating a common ground.
* Negotiation Management by Listening and Q&A
Asking for what you want and conversing. How to handle anxiety and formulate the most effective questions. What is the purpose of questions? How to utilize functional questions to finalize the process. Creating a question plan.
* Ways and Means to Creativity
How to role-play and brainstorm. Doing your research homework. Using videoconferencing and negotiation software.
* Assess and Improve Expertise
What went wrong? Which skills need perfecting? How to make your negotiationing expertise appreciated and recognized.
This is a 14 hour two-day course which can be given either within corporations or outside of the company in meeting rooms.