Select Course Schedule.
| Starting date | Ending date | days | Time | |
|---|---|---|---|---|
| 10 Feb 2025 | 12 Feb 2025 | M-T-W | 07:00am - 11:00am |
|
| 14 Apr 2025 | 16 Apr 2025 | M-T-W | 04:00am - 08:00am |
|
The Art of Negotiation Workshop
Negotiation is often thought of as a contest in which one side wins and the other side loses. The truth is that we negotiate every day to meet our needs without antagonizing or defeating others. This kind of negotiation is known as win-win or collaborative problem solving.
This workshop looks at all forms of negotiation, but emphasizes on win-win negotiating principles and strategies. It introduces new concepts, tools, and guidance, reflecting on recent advances in collaboration and cooperation and new attitudes towards negotiation.
hours
12
language
English
Summary
Negotiation is often thought of as a contest in which one side wins and the other side loses. The truth is that we negotiate every day to meet our needs without antagonizing or defeating others. This kind of negotiation is known as win-win or collaborative problem solving.
This workshop looks at all forms of negotiation, but emphasizes on win-win negotiating principles and strategies. It introduces new concepts, tools, and guidance, reflecting on recent advances in collaboration and cooperation and new attitudes towards negotiation.
Target Audience
This workshop will appeal to a wide range of audiences and is intended for anyone.
Skills Gained
Upon completion of workshop participants will be able to:
- Explore Negotiation Opportunities and approaches
- Understand the steps necessary for negotiators to work effectively
- Learn Negotiation strategies and tactics for success
- Understand Negotiation Skills using the case study method
Topics Covered
+
- Attitude and negotiation
- Defining negotiation
- Understanding different points of view
- Types of negotiation
- To negotiate or not to negotiate
- Analyzing my last negotiation (Case Study)
- Common Mistakes
- DOs and Don’ts of negotiation
+
- Martial Art Style vs. Social Art Style
- Distributive Vs. Integrative Negotiation
- The Blue Banana Case Study & Role Play
- Splitting Oranges
- Negotiation Style Profile (Assessment)
- Competitive Negotiation (Win-Lose)
- Accommodating Negotiation (Lose-Win)
- Avoiding Negotiation (Lose-Lose)
- Compromising Negotiation (Give-Get)
- Collaborative Negotiation (Win-Win)
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- People
- Interests
- Options
- Criteria
- Friend or Foe (Case Study)
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- Pre- Negotiation
- Developing a Plan
- Understanding Negotiation Objectives
- Monetary Objectives
- Principle objectives
- Growth Objectives
- Status Objectives
- Prioritizing Objectives
- Determining Alternate and Optimum Variables
- Assessing Strengths and Weaknesses
- Determining Concessions
- Establishing Negotiation Boundaries
- Preparing a Negotiation Plan (Group Activity)
- Researching and studying the other party
- Negotiation Environment
- The Negotiation Process
- Rapport
- Debate
- Active Listening
- 10 Rules for Good Listening
- Listening Skills Assessment
- Understanding Perspective
- Effective Questioning
- Summarizing
- Proposal
- The condition
- The Offer
- Vague or Specific
- Making a Proposal
- Responding to a proposal
- Common mistakes in Proposing
- Bargaining
- Approach to Bargaining
- Arguing vs. Bargaining
- Post Negotiation
- Focusing on Body Language
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- The Higher Authority Gambit
- Silence
- Good Cop bad Cop
- Highballing
- Lowballing
- The Decoy
- The Salami Tactic
- Escalation Tactic
- Additional Negotiating tips
+
- Case Study: Negotiating a Project Plan
- Applying what you have Learned
minimize course outline
Select Course Schedule.
| Starting date | Ending date | days | Time | |
|---|---|---|---|---|
| 10 Feb 2025 | 12 Feb 2025 | M-T-W | 07:00am - 11:00am |
|
| 14 Apr 2025 | 16 Apr 2025 | M-T-W | 04:00am - 08:00am |
|