NEGOTIATION
SKILLS
A COURSE ON THE
ART OF NEGOTIATION, BARGAINING & HAGGLING SKILLS
TRAINING COURSE DESCRIPTION Negotiation is a skill that we use almost every day. However, negotiation is also one of those skills that everyone learns on the job. From early age, kids learn how to negotiate with their parents over what they want and enhance this skill as they learn from their success. However, as we grow we seem to lose that skill and become less successful in getting exactly what we want. Somehow our perspective changes and we develop bad habits. Unfortunately, most people are not trained systematically on negotiations even though this skill can be quite beneďŹ cial to them in both their personal and professional lives. This course covers a wide range of topics such as negotiation strategy, game theory, psychological tactics, human emotional states, bargaining and so on which prepares delegates for a variety of situations that require negotiation. Case studies and scenarios such as business to business negotiations, sales scenarios and product presentations are provided along with slides, animations and illustrations that better help to show how bargaining tactics are played out. Real world negotiation examples are examined in detail and delegates are then asked to participate in similar setup to use the negotiation principles discussed in the course. Comprehensive step-by-step instructions are provided for trainers to help delegates understand the core principles of negotiation and monitor their progress through practicals. The course also contains a number of optional exercises which along with the broad content provided makes it easy to extend the course to 1.5 days if necessary. Instructions on this are provided in the guidelines for trainers included in the pack to pace the course correctly.
DESIGNED WITH CASE STUDIES AND EXERCISES FROM THE OUTSET TO HELP DELEGATES MASTER THE NEGOTIATION SKILLS DURING THE COURSE AS QUICKLY AS POSSIBLE
LEARNING OUTCOME By the end of this course, participants will be able to: ● Understand the underlying principles of negotiation and learn what you can do to get the best outcome ● Use a negotiation strategy that moves you closer to a win/win outcome ● Prepare for negotiation by following a step-by-step approach and set your critical limits ● Use a set of psychological tactics to explore the other side’s motives & learn how to respond to tactics used by them ● Derive specific values based on your negotiation variables & use them to bargain systematically over your settlement range ● Finalise the outcome of your negotiation to get exactly what you have asked for.
THE PHILOSOPHY We constantly research a variety of fields such as psychology, game theory, body language, influence and real-life negotiations to enhance this course Negotiation is a practical skill and as a result the best way to learn it is by practicing it. This course was designed from the outset to support hands-on training of this vital skill to maximise knowledge transfer and increase the retention rate of delegates so the skill is used correctly long after the course is delivered. We believe that one of the best ways to learn is by going through examples. Important negotiation principles in this course are always accompanied by examples as this makes it easier for delegates to understand the topic rather than just to be given a number of guidelines to read. Examples followed by exercises greatly help the delegates to immediately put what they learned into practice and test it out for themselves. This process helps delegates to memorise the process faster while
it allows the trainer to easily teach the topic, monitor the delegates’ progress and provide feedback based on their specific performance. Since the skills are transferred through easy-to-follow logical step-by step guides, it is easy for the trainers to teach the topic and the delegates to learn them. This approach makes this course highly effective in teaching negotiation skills while also makes it easy for trainers to prepare themselves to deliver it. We constantly re-examine the course based on feedback received from delegates and trainers to further streamline the process and increase the efficiency of the course.
PROGRAM CONTENT In this highly practical course delegates will learn: INTRODUCTION TO NEGOTIATION
NEGOTIATION STRATEGY
● Why do you need to negotiate?
● What outcome should you aim for?
● What types of negotiations exist?
● How to perform Outcome Analysis?
● What are the characteristics of a confident negotiator?
● What is the best negotiation strategy?
● How to handle conflicts in negotiations?
● What is principled negotiation?
● What steps do you need to go through when negotiating? ● What is the difference between negotiation and persuasion?
● Should you bargain over positions explicitly? ● What strategies can you use to take the upper hand in negotiations? ● What can you do to move the negotiation forward when you think it is getting stuck?
HOW TO NEGOTIATE ● What is the 8-Step negotiation preparation guide? ● How to discuss negotiation variables? ● How to set your selling or buying limits systematically? ● How to manage your Settlement Range? ● How to manage concessions when you give them or receive them? ● How to break deadlocks? ● How to settle a negotiation to get what you asked for? ● How to close a negotiation?
HANDLING PSYCHOLOGICAL TACTICS IN NEGOTIATIONS ● What are psychological tactics used in negotiations and how to respond to them? ● How to big up your side of the negotiation and bring down theirs? ● How to handle their lack of authority to proceed? ● How to respond when you are given only one choice? ● How to handle a demanding negotiator? ● How to handle an angry negotiator? ● How to respond to shock tactics?
EMOTIONS IN NEGOTIATIONS ● How to handle negotiations emotionally?
● How to take advantage of body language?
● How to bargain effectively?
● How to express your disagreement while maintaining the relationship?
● How to take advantage of human emotional reaction and use that to your benefit?
INVESTMENT Please contact the corporate consultant.The investment and duration would be quoted after Corporate TNA ( Training Needs Analysis).
COURSE MATERIAL The delegates would be provided with notes and handouts. Reference books or websites would be suggested to the delegates for further reading.
CERTIFICATION Course Completion Certificate would be issued at the end of the training by Zabeel International. This certificate can get attested from Ministry of Education, UAE.
ZABEEL ADVANTAGE Zabeel Institute, established in 1988, is a leading Educational and Training Institute for executives in Dubai and is accredited by the Ministry of Education, UAE. We offer training programs to professionals from various industries like Administration, Engineering, Construction, Projects, Accounts & Finance, Management and Languages etc. Over 25 Years Experience in training Professional Executives Achiever of many QUALITY AWARDS for training from 1988 till date Qualified and Certified Trainers Sophisticated Lab with High end machines and Licensed software Certificates attested by the Ministry of Education, UAE Vast resource materials for reference & course materials Free online support for further assistance Free follow up orientation seminars, workshops and placement assistance
UNITED ARAB EMIRATES MINISTRY OF EDUCATION
600 52 4448 Email : mail@zabeelinstitute.ae Web : www.zabeelinstitute.ae Suite # 207, Apsara Super Market Building, Bank Street, Bur Dubai, Dubai, United Arab Emirates
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