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Win-Win Negotiation Skills

Program Objectives:

By the end of the program, participants will be able to:

  • Recognize the soft, hard and principled styles in negotiating.
  • Plan and conduct (individually and within a team) several negotiations.
  • Use the 10-point planning format that will allow reaching a win-win outcome.
  • Appreciate and apply (if need be) different negotiating tactics.
  • Identify, through several self-assessment tests, their preferred negotiating style and how it affects the negotiating outcome.
  • This Program is designed for:

    All those involved in business, managerial and other kinds of negotiations.

    Program Outline:

    Negotiating Styles Planning: The Key to Win-Win
    Negotiation
  • Soft and Hard Styles
  • Principled Negotiation (The Harvard Model)
  • Negotiation Style Profile: Administration and
    Determination of Own Style
  • Characteristics of an Effective Negotiator
  • Disc - Self Assessment Questionnaire
    : Administration and Scoring
  • Role-Play with Observers Comments Using
    Disc Profile
  • The Ten Point Planning Form
  • Checklist for Planning a Negotiation
  • Behavioral Bases of Power
  • Trading Concessions
  • Thirteen Basic Tactics
  • Identifying and Deflecting Tactics
  • The Three Secrets to Successful
    Negotiation
    Trust-Building
  • Planning
  • Trading Concessions
  • Communication
  • Practical Role Plays
  •  
    Negotiation and Bargaining
  • When to Negotiate
  • Some Negotiating Principles
  • 13 Negotiation Mistakes
  • Practical Tips on Avoiding the Mistakes
  • Matching the Task with the Skill
  • Follow-Up Procedures
  • Efficiency versus Effectiveness
  • Pre-requisites

    None:
    Duration : 2 days

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