Workshop:
Professional Influencing and Negotiating
Strategies and Skills for Achieving Optimal Outcomes
Many managers equate negotiating with bargaining. They begin by assuming a gap between two parties. Their objective is to close that gap and reach agreement in a manner that maximizes the benefit to their side. Skilled negotiators recognize that bargaining is an important skill but that it is only a small part of the negotiating process. Moreover, they invest time and energy in laying a strong foundation before any formal negotiation takes place and in ensuring successful implementation afterwards. This workshop provides participants with a systematic framework that permits a clear understanding of how the negotiation and influencing process works. It assists them in developing specific negotiation and influencing skills that will demonstrably assist job performance and enhance personal negotiating competence and confidence.
Learning Outcomes
As a result of attending this workshop, participants will:
- understand the key concepts underlying every negotiation and apply these concepts systematically to a wide range of influencing and negotiation situations
- identify the stated needs as well as "hidden agendas" of all parties and use this knowledge to build common ground
- be flexible in your choice of a negotiation style
- establish an emotional climate which promotes the desired outcome
- develop positive negotiating strategies, apply negotiation tactics to alter the balance of power, and identify countertactics to respond
- obtain meaningful concessions and break deadlocks creatively
- systematically prepare for an upcoming negotiation
- structure language to promote cooperation, identify and use nonverbal signals, and strengthen your questioning and listening skills
- be aware of the phases which negotiations follow and use timing to secure commitment to lasting agreements
Who Should Attend?
This workshop is suitable for executives, middle managers, supervisors and professionals. Because it allows you to focus specifically on your own negotiation scenarios, the program has proven to be of practical value to seasoned negotiators as well as those with less experience.
Workshop Content
Day 1
- The Nature of Negotiation - Opportunities and Dangers
- Key Components Underlying the Negotiation Process
- Understanding What Drives the Other Party
- Recognizing and Developing Intentional Style Flexibility
- Process Observation - A Vital Negotiation Skill
- Negotiation Simulation with Diagnosis and Review
- Managing the Emotional Atmosphere
- Structuring Language to Produce Cooperation
Day 2
- Negotiation Tactics: Influencing the Balance of Power
- Choosing the Right Opening Move
- Planning Effective Countertactics
- Effective Preparation: Developing a Systematic Framework
- Systematically Preparing for a Future Negotiation
- Negotiation Practice Sessions and Critiques
- Breaking Negotiation Deadlocks
- Making and Getting Meaningful Concessions
Day 3
- Creating Lasting Commitment to Implementation
- Locking In the Final Offer
- Pacing the Formal Negotiating Session through Phases
- Nonverbal Communication in Negotiation
- Major Case Study: Team Preparation and Negotiation
- Developing Future Negotiation Action Plans
Workshop Details
Course duration: Three days recommended.
Number of participants: Eight to twenty-four.