Negotiation Skills Course: Introduction

This course is intended for managers and shop stewards in the interests of better negotiating.

Negotiation Skills Course :Course Outline

1. Establishing Terms of Agreement
Understanding Negotiation Objectives
Understanding and Establishing your Requirements

2. Researching the other party
Information Gathering
Estimating the other party’s requirements

3. Preparing for an Agreement
Planning an Agreement
The Negotiation Environment

4. Leading a Negotiation
Understanding the Process
Communication during negotiation
Challenging Negotiation Situations

5. Advanced Negotiation Tactics
Control in negotiations
Negotiation tactics
Negotiation Ethics

When we hear the word ‘negotiate’ in a business context, we immediately imagine the battle ground of the boardroom and powerful people negotiating with the enemy until they perspire or give in. In truth, we negotiate on a daily basis. This course is intended for managers and shop stewards in the interests of better negotiating. There are two types of negotiation which we use most commonly – integrative and distributive. Integrative negotiation is what happens when both parties think they’ve won. Two people on two different sides of multiple issues will bargain and concede minor points to one another, in order for greater leverage on more important issues. This kind of negotiation depends on trust and cooperation and both parties will share information beneficial to each other. They seek a solution. Distributive negotiation is like buying a house and haggling over the price with the agent. Both parties retain information beneficial to themselves, you don’t tell the agent how much you have as a deposit. Further to that, the more you can find out about the house, the current owners, and the reason for selling – the better your position of leverage is. In this type of negotiation, each party seeks the best solution for themselves.TIP: Negotiation requires preparation. Before any negotiating begins, you need to define what you hope to get, what you will settle for and what is unacceptable – a deal breaker. You want to go into the negotiation with the strongest bargaining position you can. People often negotiate without deciding beforehand what the worst alternative or the best alternative to a negotiated agreement will be. These people will negotiate poorly. Realism is essential and the agreement will often fall between the worst and best alternatives. Laying the groundwork for a negotiation is essential, both parties need to agree to a neutral time and place. Once that is achieved it becomes necessary to establish common ground between parties by creating a negotiation framework – or deciding which issues are up for negotiation and which are not. Only then can the process of actual negotiation begin with the exchange of information. As pointed out earlier, each negotiation is different and even with an integrative approach; it is prudent to keep some information to yourself, ensuring a better bargaining position. After the needed information is exchanged, bargaining can begin and it’s a bit like chess, you play a pawn and hope to capture your opponent’s king. You begin with low priorities and work your way to an agreement on priority issues. In the second half of the workshop we will teach participants how to apply strategies for mutual gain, how to reach a consensus and finally how to deal with difficult issues To reserve your spot in this course please contact us at 011 882 8853 or 072 630 4789.

BOTI offers economical (Negotiation Skills Training South Africa) Negotiation Skills Training Johannesburg, Durban and Cape Town.

Negotiation Skills Course: Course Duration

1 day/s

Who should attend: Negotiation Skills Course

This course is for people who negotiate frequently.

**Quote does not include Any Exam Fees (if applicable)

BOTI offers economical (Negotiation Skills Training South Africa) Negotiation Skills Training Johannesburg, Durban and Cape Town.

IMPORTANT ACTION: Do Not Wait To Improve Your Skills.  

BOTI offers economical (Negotiation Skills Training South Africa) Negotiation Skills Training Johannesburg, Durban and Cape Town.

Book Now By Completing Online Booking Form / Customised Proposal or Obtain Approval For Your Already Received Customised Proposal

BOTI offers economical (Negotiation Skills Training South Africa) Negotiation Skills Training Johannesburg, Durban and Cape Town.

BOTI also offers:  Business Ethics Course