Strategic Business Negotiation Workshop

Program Overview:

One thing you can do to improve your personal and business life is to learn how to negotiate. Negotiating effectively is the key to getting what you want and when you want it.  Negotiation, like chess involves learning the rules, studying different players, and developing your own skills. This workshop is therefore, designed to shorten the learning process and help you avoid pitfalls and develop skills that would help you add value to your organization’s bottom-line.

For whom:

Officers and senior executives involve in negotiating important stakes such as contracts, deals, sales, finance agreements, union matters, crises management and those that find the program relevant.

Learning objectives:

At the end of the programme, participants will be able to:

• communicate their goals clearly and precisely;
• learn joint negotiation techniques;
• identify body language to read hidden clues;
• compromise without giving in;
• learn to give concessions and gain the advantage; and
• know when to walk away.

Course outline:

Day 1: The Settlement Game: An Overview

• From Bargaining to Negotiating
  • What is Negotiable?
  • Planning and Preparing for Negotiation
  • Common and Conflicting Objectives
• Analyze Your Alternatives
  • BATNA / ZOPA
• Understanding Negotiating Personalities / Styles
  • Aggressive and Dominating
  • Friendly and Collaborative
  • Logical and Analytical
  • Expressive and Communicative.

Day 2: Common Negotiating Tricks and Schemes

• The Good Guy / Bad Guy
  • The Strawman Techniques
  • Add-ons and Nibbling
  • High Pressure Tactics
• Dealing with Deadlines
  • Solving Unequal Bargaining Problems
  • When You are the Underdog
• One Winner / One Loser

Day 3: Negotiating Contracts and Clinching the Deal

• Hammering Out the Details
  • When and How to Close
  • Understanding the Legal Implications
• Contract Law., Breach of Contract
  • Alternative Dispute Resolutions.
• Building Confidence and Skills
  • Never Sell Yourself Short.
  • Play the Devil’s Advocate.
• The Ripple Effect of Good Negotiation
  • Building Trust
  • Create an Atmosphere of Respect

Training Methodology

Lectures, discussions, exercises, case studies, audio-visual aids will be used to reinforce these teaching/learning methods.