Training Overview
This whole-day workshop is designed to equip the participants with skills to turn tactical negotiations with both external and internal publics into negotiations that build long-term business partnerships.
By the end of the workshop, the participants will be able to:
- Negotiate more strategically by looking at the whole relationship;
- Get better deals consistently over the long term;
- Use each negotiation interaction to build long term business partnerships; โข Use tactics in appropriate ways to preserve the relationship & move stalled negotiations;
- Use a more thorough and disciplined approach consistently to analyze negotiations and prepare effectively for the negotiation encounter.
Program Content
MODULE ONE: SETTING THE FUNDAMENTALS
- Assessing Assumptions & Realities
- A Negotiation Questionnaire
- Valuable Insights
- Dynamics of Negotiation Situation โ Three (3) Criteria โข Sources of Power
- Strategic Negotiation Process
- Strategic vs. Tactical Negotiation
- Overview of the Four (4) Phases
- Basic Concepts of Each Phase
MODULE TWO: ASSESS SITUATION - PHASE 1
- Needs and Wants Conversion
- Basic Needs Identification
- Analysis of Both Parties' Perspectives
- Identification of Mutual Interests
- Currency Analysis
MODULE THREE: PLAN NEGOTIATION โ PHASE 2
- Competitive vs. Collaborative Negotiating Approach โข Tactics and Counter Tactics
- Stalemates vs. Deadlocks
MODULE FOUR: CONDUCT NEGOTIATION โ PHASE 3
- Process Guide
- Preliminaries
- Opening Gun
- Exploration
- establish ground rules
- explore options
- move past stalemate
- Gain Commitment
- Demonstration Using Facilitator Initiated Case
MODULE FIVE: CONDUCT NEGOTIATION โ D.Y.O. ACTIVITY
Four (4) role play sessions using cases prepared by specific business units and immediate feedback given by the Facilitator to point out the proper application of techniques as well as areas for improvement
