The Art of Successful Negotiation

Gain the Skills and Strategies Required to Negotiate Effectively!

negotWhether it’s allocating resources for a project, funding a new initiative or establishing a supply chain for a new product or service, negotiation is inevitably at the heart of the process. Few people truly understand the techniques, approaches and solutions available to them as they seek to positively influence an outcome.

This hands-on two day on-site seminar gives you a step-by- step guide to effectively negotiate with anyone. You must identify the problem, understand it from the other’s perspective, generate alternative solutions and select a solution that benefits both sides. All parties need each other to achieve their goals and build long term relationships. Negotiation focuses on solving the problem and closing the gap between what both parties want.

Module 1: The Process of Negotiations

  • Overview
  • Understanding the win-win or problem-solving approach to negotiation
  • The two elements in any negotiation
  • Negotiations strategies: hard, soft, problem-solving.
  • Reaching agreement is not the only goal

Module 2: Understanding and Utilizing Time Tested Negotiation Concepts

  • Interests/needs
  • Organizational needs
  • The influence of the individual negotiator’s needs
  • Positions
  • Issues
  • Constituencies
  • Alternate currencies
  • Compromises
  • WAWAs
  • Three phases and five stages in negotiation
  • Planning your negotiation and putting it all together

Module 3: Communication Skills for Negotiators: Rapport Building

  • Active Listening Skills
  • Capturing the essence
  • Paraphrasing content
  • Reflecting emotions
  • Body language
  • Understanding Different Personality Styles
  • Understanding your own style
  • Recognizing a different communication style in another
  • Flexing your behavior to accommodate the other person’s style
  • Matching Behavior
  • Body, facial, vocal
  • Acknowledgement and Validation Skills

Module 4: Communication Skills for Negotiators: Speaking Compellingly

  • Managing Your Voice in Negotiation
  • Speed, pitch, volume, and intonation
  • Use of Silences and Pauses
  • When and how long to pause
  • When to stop talking
  • Language Skills
  • Using neutral language
  • How to use words and phrases to move the other party toward you
  • Reframing
  • Questioning Skills

Asking questions

  • Open ended questions and their uses
  • Closed and definitive questions and their uses

Responding to questions:

  • How to respond
  • When not to respond to a question
  • Assertiveness Skills
  • When and how to assert yourself
  • Different kinds of assertiveness
  • Drawing boundaries
  • Expressing displeasure
  • Nonverbal Communication
  • Body, position, face, eyes, head.

Module 5: Meeting Special Challenges

  • Dealing with tactics
  • Overcoming deadlock

Module 6: Follow Up – Holding the Agreements in Place – The Forgotten Element in Negotiations
Module 7: Applying the Model to Your Own Negotiation
Module 8 Case Studies and Hot Seats


Who Should Attend

  • Managers and Supervisors
  • HR Personnel
  • Help Desk
  • Staff
  • Frontline Staff
  • Administrative Assistants
  • Sales
  • Customer Service Personnel
  • IT Professionals
  • Team Leaders
  • Front Desk Personnel