Win / Win Negotiating

Code - BC-401 Duration - 2 Days

"Everything is negotiable". This is a fundamental philosophy in business and today's professional business-person needs to have the skills and understanding in this area to ensure a satisfactory outcome for everyone.

Negotiating skills and abilities are of primary importance for everyone whose role it is to interface and achieve outcomes through the actions of others - these skills are invoked daily by individuals at all levels in an organisation who are involved in both internal and external discussions.

From simple extensions of a project plan to company-level/ International commercial agreements, negotiation is a major factor in bottom-line profitability.

Win/Win negotiating takes dominance out of the picture and substitutes skills that will allow outcomes that are acceptable to all concerned - and ensure there is a platform in the future for more positive and continuing relationships.

Objectives

Key Outcomes and Benefits

• Be aware of the key stages in the negotiation process.
• Understand the characteristics of successful negotiators.
• Recognise the need for preparation before negotiation.
• Be able to use, recognise and counter negotiation techniques and tactics.
• Recognise the strengths of negotiating skills against using 'might is right' approach or discussion dominance
• Recognise the importance of questions, listening and summarising skills during an negotiation.
• Be better able to achieve negotiated outcomes that favour you, your organisation - and the other person(s) involved.

Course Content

Win/Win Negotiating – For All Professionals

• The Process of Negotiation – What is it? A Five Stage Model
• The Difference between Selling and Negotiation
• Should You Use Power or Personality
• WIN/win or win/WIN – Why Use It?
• The Negotiating ‘Continuum’
• The TKI conflict mode self assessment
• The Role Of Negotiating different business contexts

The Components of Win/Win Negotiations

• The Qualities of Excellent Negotiators
• Why You Can Become Good At Negotiating

Preparation

• When do you Start?
• Establishing your Position/Alternatives

Investigation

• Analysing their Objectives/Situation
• Agreeing the Process

Proposing

• Developing your Strategy
• The Benefits of Team Approach
• Setting Alternatives
• Making Proposals

Bargaining

• Bargaining and Conceding Successfully
• The Psychology of Bargaining
• The ‘If Then Rule’
• 10 Negotiating Tricks and Tactics – How to use and counter them
• Deadlocks - How to Break them

Closing

• Recognising an Agreement
• Timing Your Close
• Monitoring the Agreement

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