Persuasion and Negotiation Skills

2 days

Introduction

Negotiations are one of the best ways to resolve conflicting interests. They combine coercion with compromise, hard bargaining with joint problem solving. Both competition and cooperation are necessary. You must strive for the best deal without creating so much resistance that you get no deal at all. It is hard to learn how to negotiate because the principles conflict with many of our cultural values and managerial principles. When you negotiate in a competitive way, you must set aside nearly everything you have learned about fairness, empathy, problem solving, and cooperation. Overemphasising the competitive and coercive aspects of negotiations can be equally disastrous. If you let the desire to beat the other party dominate your tactics, you may end up with no deal at all. This course will show you how to balance competition and cooperation; helping you to keep your shirt – and take away a piece of theirs as well as working on effective joint solutions to increase the value of an agreement to both parties.

Programme Objective

You will learn how to:

• Conduct principled negotiations that result in wise agreements
• Incorporate a process approach to your negotiation set
• Formulate communication strategies based on various situations
• Develop a confident negotiation style to deflect tough tactics
• Apply practical psychological principles to negotiate effectively
• Enhance your negotiation skills by applying good practices in real-world settings

Method and Approach

This programme will involve the use of slides, handout material, work manual with all instructor notes and slides, examples of best practice and appropriate video/DVD material. The use of flip-charts, syndicate workshops and reporting back sessions will encourage a fully participative and enjoyable event. Delegates will be encouraged to participate actively in relating previous work experiences.

Who Should Attend

• Anyone responsible for negotiating the best possible terms of an agreement in public and private sectors and those negotiating resources and deliverables in a project environment

Course Content

Topics covered include:

Negotiation

• Overview of the Negotiation Process
• The Six Critical Skills
• The Three-Phase Negotiation Model
  • The beginning process
  • The middle process
  • The end process
• Developing your MSP
• Different personality types
  • Discovering your personality
• Four styles of negotiation and how they interact
• Hofstedes four cultural dimensions
• Hofstedes country clusters
• Understanding body language
• Pure Bargaining versus Joint Problem Solving
• Joint Problem Solving During Negotiations
• Keys to building rapport
• Using a planning template
• Six negotiation mistakes
• Planning Tactics
  • Using the right words.
  • The opening offer
  • Making trades
  • A package or extras?
  • Doing the bargaining
  • Having a plan B
  • The final offer
• 10 Step Plan for Effective Negotiations
• Using Emotional Intelligence
• Negotiation checklist ‰ÛÒ Do‰Ûªs and Don‰Ûªt‰Ûªs
• Developing your personal action plan
• Case Studies, Role Plays and Group Exercises

Influencing

• Power of influence
• Empathy + Sincerity = Persuasion
• Intrapersonal intelligence
• Interpersonal intelligence
• Being a good listener
• Speaking and thinking
• Overcoming bad habits
• Giving attention
• Body language
• Paralanguage
• 7 ‰ÛÒ 38 ‰ÛÒ 55
• Spatial relationships
• 9 techniques of influencing
• 8 ways to get what you want