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Negotiation Skills

Negotiation is a vital skill that enables individuals to reach mutually beneficial agreements, resolve conflicts, and build lasting relationships. This training provides practical strategies, techniques, and insights to help participants confidently navigate various negotiation scenarios.​

OUTLINE


I. Introduction to Negotiation
  • What is Negotiation?
  • Definition and Scope of negotiation.
  • Importance of Negotiation in Daily Interactions
  • Types of Negotiation: Distributive and Integrative Approach
  • Win-Win versus Win-Lose Scenarios and Applications.


II. Key Principles of Effective Negotiation
  • The Negotiation Process Key stages: preparation, bargaining, and closure.
  • Recognizing the Iterative Nature of Negotiation.
  • Understanding Interests vs. Positions
  • Differentiating Hidden interests from Stated positions.
  • Strategies to Uncover and Address Underlying Needs.
  • Building Trust and Rapport
  • Techniques for Establishing and Maintaining Credibility.


III. Preparation for Negotiation
  • Gathering Relevant Data and Stakeholder Information
  • Defining Objectives and Identifying Potential Trade-offs
  • BATNA and WATNA
  • Best Alternative to a Negotiated Agreement
  • Analyzing Worst Alternative to Mitigate Negotiation Risks
  • Setting SMART Goals


IV. Negotiation Tactics and Communication Skills
  • Common Negotiation Strategies
  • Collaborative and Competitive Syrategies for Different Situations
  • Compromising and Avoiding Tactics in Context
  • Effective Communication Techniques
  • Active Listening and Reframing Responses
  • Using Open-ended Questions to Gain Better Insights
  • Dealing with Difficult Tactics
  • Identifying and Countering Manipulative Behaviors
  • Managing High-Pressure or Confrontational Scenarios Effectively


V. Emotional Intelligence in Negotiation
  • Understanding Emotions in Negotiation
  • Identifying Emotional Triggers
  • Managing Emotions to Maintain Focus and Composure.
  • The Role of Empathy
  • Building Rapport through Understanding the Other Party’s Perspective
  • Leveraging Empathy to Foster Mutual Trust and Collaboration


VI. Closing the Deal
  • Recognizing When to Close the Deal
  • Identifying signs of a Mutually-Beneficial Agreement
  • Understanding When to Walk Away or Accept.
  • Reaching and Documenting Agreements
  • Techniques for Ensuring Clear and Committed Agreements.
  • Post-Negotiation Follow-Up

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