Mastery of Negotiation Techniques

Introduction

Whether you’re executing a strategic sale, a vendor contract, or a high-stakes acquisition, your ability to negotiate can make or break your company’s success—and your career. In this comprehensive negotiation training program, you will develop the psychological insights and practical skills needed to bargain more effectively, make better decisions on the spot, and consistently deliver results.

This training program improves your performance in a wide range of competitive transactions. You will return to your company ready to make the right moves during negotiations and become a skilled representative your organization can trust with critical partner, vendor, client, investor, and other important negotiations.

Course Objectives of Mastery of Negotiation Techniques

• Understand negotiation dynamics and how to prepare for uncertainty
• Learn to craft agile strategy and be quick on your feet in changing circumstances
• Resolve small differences before they escalate
• Secure maximum value for your organization and yourself
• Reflect on personal behaviors and refine your approach to be more effective

Mastery of Negotiation Techniques Course Outlines

DAY 1

Introduction to Negotiation Analysis – Finding the Zone of Possible Agreement

• Realize better outcomes by increasing your effectiveness at the negotiating table
• Build more effective relationships with the other parties involved
• Close deals that create more value for all parties and maximum results for your side
• Achieve optimal results in key negotiations

DAY 2 

Build advantage through better decision-making

• Recognize and overcome obstacles to rational decision-making
• Craft competitive and cooperative business strategies
• Predict the outcomes of strategic interactions
• Strengthen your organization’s decision-making capabilities

Developing a Strategic Approach to Negotiation

• A Strategic Approach to Negotiation – Distributive negotiation strategies
• BATNA, Zone of Possible Agreement
• Openings, Anchors, Offers and Counter Offers
• A Strategic Approach to Negotiation – Integrative Negotiation Strategies
• Sharing Information, Diagnostic Questions & Unbundling Issues

DAY 3

Interests, Planning and Understanding Body Language

• Wants and Needs – The importance of identifying needs
• Emotional Intelligence and its Role in Negotiation
• The Importance of Body Language and Non-verbal Behaviour

Expand your personal and professional network

• Extend your network by living and working with accomplished executives from various backgrounds, industries, and countries across the globe
• Build relationships with a diverse group of peers who can provide wide-ranging insights into your business challenges and career decisions

DAY 4

Auditing and enhancing your decision-making skills

• Understanding your own habits of thought, assumptions, and gut instincts
• Comparing rational versus intuitive decision-making strategies
• Applying decision-making psychology, including insights from behavioral economics, behavioral decision research, and behavioral finance
• Avoiding common decision-making mistakes

Negotiation Mastery

• Understanding the core elements of negotiation
• Preparing for the negotiation
• Building your negotiating team and fostering effective teamwork, on your side and across the table
• Executing the negotiation and analyzing the outcomes

DAY 5

Navigating challenging environments

• Managing parallel negotiations
• Dealing with apparent issues of right and wrong
• Controlling emotionally charged situations
• Adapting as the interests and goals of the parties change during the negotiation

Strengthening your team’s skills

• Transfer your knowledge of negotiating and decision-making to colleagues
• Testing and implementing new ways to improve results company-wide

Who Should Attend

Executives who engage in activities such as business development, strategic alliances and business partnerships, dispute resolution and consensus building, procurement and purchasing, finance, consulting, and sales.