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Course Description

Success could be defined as the ability to deal with and sell to anyone. Engineers, business owners, project managers, consultants and sales professionals-all have to sell. Your ability to persuade people is critical in developing successful business relationships. The seminar explores a variety of negotiation strategies and tactics. Participants will achieve better day-to-day outcomes, become more effective in dealings with their clients and enhance their leadership skills. You will also learn how to use negotiation strategies and develop a practical skills and techniques you need to resolve complex situations effectively and with confidence. This seminar will give you the tools to manage conflict constructively, which can be applied to any context.

The goal is to acquire a complete understanding of negotiations strategies, techniques and tools to deal complex issues effectively and to move the ‘difficult’ situation into the ‘pleasure to deal with ’situation.

Each participant will receive a complete set of seminar notes and handouts that will serve as information references.

Course Outline

Unit 1 INTRODUCTION
Exercise

Unit 2 NEGOTIATION STYLE-A
Discussion
Patterns of Negotiating Behaviour
Characteristics of Negotiating Styles
Which Style is preferred?
Negotiating Style Profile

Unit 3 NEGOTIATION STYLE-B
Competitive Style
Cooperative Style
Principled Negotiation

Unit 4 NEED THEORY IN NEGOTIATION
Discussion
Essential Needs
Observable Behaviours
Types of Behaviour-Exercise
Personal Needs Self Assessment-Exercise
Negotiation Exercise based on Need Theory

Unit 5 NEGOTIATION PRINCIPLES
Negotiation Techniques
Negotiation Principles
Quiz
Options
Standards
People
Alternatives (BATNA)
Closure

Unit 6 NEGOTIATION PROCESS
Discussion
Styles
The Process

Unit 7 ASSERTIVENESS
How to be it-Three steps
Why it not easy
Assertiveness Skills
Influencing Skills

Unit 8 EFFECTIVE COMMUNICATION SKILLS
The Communication Process
Understand & Understood Process
Elements of Effective Listening
Constructive Feedback
Dealing with Excessive Anger
Aggressive Behaviour
Assertive Behaviour

Unit 9 SUCCESSFUL NEGOTIATING
To Agree or not to Agree
A Discounted Deal
Taken for a Ride
Not Good Enough
A Pusher
Power
Task Assisting Behaviour
Group-assisting Behaviour
Non-Functional Behaviour
Attitudes
Master Negotiator

Unit 10 NEGOTIATING WITH A CUSTOMER
YOU CAN AFFORD TO LOSE
Strategies

Unit 11 NEGOTIATEING WITH PROBLEM PEOPLE
Categories-Problem People
How to deal?

Unit 12 TIPS
Competitive Negotiations
Concessions
Key Concepts
Preparing to Negotiate-To Do’s

What You Will Learn

  • Learn how to negotiate effectively in a variety of different situations ranging from single issue, two party negotiations to multiple issue, multi-party negotiations
  • Examine strategies for dealing with different types of conflict
    Define what your unique negotiation handling style is and how that impacts you in the workplace
  • Build an environment where people listen and make changes in their behaviour
  • Develop a negotiation plan for a specific situation you are currently facing
  • Develop an appreciation of the ethical implications of different negotiation approaches
  • Receive valuable feedback on your newly acquired negotiation skills in a risk-free environment
  • Develop confidence in the negotiation process as a means of conflict resolution

Notes

For more Engineering & Technical Professional Development courses click here.

Recommended For

The seminar will be of interest and benefit engineers, consultants, employees, supervisors, managers at any level in the organization from both the public and private sectors, who want to improve their negotiation skills and develop more confidence and stronger negotiating capabilities.
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