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Negotiating - creating a win-win for both parties

Objectives

negotiation is a constant challenge for the professional in the business context. The clash between one's own interests and those of one's interlocutors - clients, colleagues, chiefs... - forces one to take positions. The consequences are often of importance. All too often do we approach our negotiations with a mix of old communication habits, some daring and some habitual psychological reflexes. This may lead to fluctuating or uncertain results...

A more effective, professionalised set of negotiation skills is certainly a bonus for the professional in the business context. In this workshop one learns to:

  • Systematically analyse the needs of both parties
  • Agreeing to fix objective criteria together as a basis for the negotiation
  • Make propositions, determine where one can yield, and reinforce one's focal interests
  • Investigate a broad pallet of options before entering into the decision phase
  • Keep the person and the contents separate, invite both parties to constructive behaviour
  • To manage the threat of conflicts and to support a long term relationship

This seminar will strengthen one's ability to manage the different elements of an effective negotiation process. One will enter the arena of negotiation with a new, fresh look and be ready for this fascinating and enriching game.

In the workshop we will make use of communication skills as there are: active listening, giving positive and negative feedback, make an assertive request... If you wish to reinforce these skills separately we invite you to apply for the module Communication skills for the technical professional.

At your request we can organise an in-company session of this topic, where a second day can be added specifically for the relational aspects of negotiation (difficult behaviour, manipulation, assertiveness,....). Interested? Contact ABIS and we will offer you a customized solution.

Main topics

  • Introduction and objectives
  • What is negotiation?
  • Discovery exercise and basic principles of negotiation
  • How to prepare for a negotiation?
  • The successive phases of a negotiation
  • How to determine the variables in a negotiation and to position oneself
  • Proposal and counterproposal, making swaps on secondary points, strengthening one's focal interests
  • Considering alternative routes of exchange
  • Application exercise
  • negotiation styles - when to negotiate hard or soft
  • The Harvard-style of negotiation
  • Application exercise
  • Conflict prevention, how to deal with tactics and manipulative behaviour
  • Application exercise
  • Exercise "creative negotiation"
 

Intended for

This workshop is for the technical professional who wishes to reinforce his/her competencies in the field of negotiation.

Background

No preliminary skills are needed.

Training method

Lots of exercising and role play. Bring your own situations! The experiences gained during the exercises are discussed against the background of deep principles of negotiation and psychological models in the more theoretical part. The slides are for inspiration, the syllabus offers a solid basis of principles of negotiation as well as useful matrices for preparing a negotiation.

Course leader

RITAM Training & Consulting.

Duration

1 day.

Schedule

No public sessions are currently scheduled. We will be pleased to set up an on-site course or to schedule an extra public session (in case of a sufficient number of candidates). Interested ? Please contact ABIS.