Negotiation

 

Why develop negotiation skills?

People negotiate daily, often without considering it a negotiation.[

 

Negotiation occurs in organizations, including businesses, non-profits, and within and between governments as well as in sales and legal proceedings, and in personal situations such as marriage, divorce, parenting, etc.

 

Professional negotiators are often specialized, such as union negotiators, leverage buyout negotiators, or peace negotiator and is often conducted on a one-to-one basis, with the aim of developing the strengths and reducing the weaknesses of each individual within their working environment.

Negotiation is aimed to resolve points of difference and while it is often perceived as a means to gain advantage for an individual, or group, effective negotiation aims to reach an outcome to satisfy various interests and not just one side. It is often conducted by putting forward a position and making small concessions to achieve an agreement.

 

Trust between the parties is an important factor in determining whether negotiations are successful and requires effort and skill to build.

 

Furthermore, l. In many cases, negotiation is not a a zero sum game and will require compromise and cooperation to improve the results of the negotiation and achieve a satisfactory outcome for both sides.

The courses available from Positive Perspective will help develop and enhance negotiation skills and provide attendees with a number of skills, techniques and approaches to be more effecive .

In order to be effective at any business endeavour learning how to negotiate properly is not simply a "nice skill to have," it has become an essential requirement in career advancement. This course will teach attendees what they need to know in order to become accomplished at finding that perfect "middle-ground" in any situation.

On completion of the course, attendees will be able to

 

  1. Understand the process of Negotiation.

  2. now instinctively, when negotiating, where one is in the process.

  3. Use and recognise the 20 negotiating gambits.

  4. Know your own style when using the 4 forces and 5 Strategies of negotiating

  5.  Gain "win-win" negotiated agreements every time

Positive Perspective offers a One Day course and a Two Day course in Negotiation.

It is also possible to arrange a more tailored version to meet the specific needs of your organisation

Course Objectives

 

One day course outline

The 1 Day course is primarily aimed at people required to negotiate remotely especially by phone.

 

Using a combination of presentations, exercises, scenarios, role play and case studies attendees will become familiar with 

  • The negotiation process

  • 4 Forces

    • PITA (Power Information Timing Approach)

  • 5 Strategies

    • TBLEC (Threat Bargain Logic Emotion Compromise

  • 20 Gambits

  • Identifying the best deal

  • Preparation & Feedback (Pause & Reflect)

 
 

The 2 Day course is primarily aimed at people required to negotiate face to face and includes more in depth exercises where candidates are videod and their approach reviewed and discussed.

 

Using a combination of presentations, exercises, scenarios, role play and case studies attendees will become familiar with 

  • The negotiation process

  • 4 Forces

    • PITA (Power Information Timing Approach)

  • 5 Strategies

    • TBLEC (Threat Bargain Logic Emotion Compromise

  • 20 Gambits

  • Identifying the best deal

  • Preparation & Feedback (Pause & Reflect)

Two day course outline

 

Tailored Course

 Built around the key skills in the 1 and 2 Day courses,  Positive Perspective can create a course to meet your specific needs and business environment.

 

Please contact us to discuss further.

 

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