Advanced Negotiation Skills
Introduction
There is a popular misconception that effective negotiation involves being as demanding as possible and 'sticking to your guns'.
Really; what's the point? This is not negotiating; it's a battle of wills or even an argument. There's certainly no point meeting, you may as well do this by e-mail. Besides - does a rigid and inflexible stance make the other person say, "OK then, have it your way"? There is usually some movement.
Effective Negotiating
You can learn to guide and influence a negotiation by establishing parameters, gaining agreement, maintaining agreement, and controlling the level of detail at which you negotiate to arrive at a specific, mutually beneficial outcome.
Intention
- To take control of negotiations buy creating a genuinely influential dynamic and guiding the thought processes of all participants
Methodology
- Elicitation of current contexts and requirements
- Demonstration of effective/cooperative and ineffective/adversarial negotiations
- Explicit input of the techniques for guiding and influencing the process
- Exercise to facilitate an effective negotiation or conflict management discussion
- Feedback and discussion in the context of further real scenarios
Explicit content/techniques
- Resourceful perceptions for negotiation supported by psychological study
- Body language techniques to create an agreeable atmosphere
- Language framing to maintain agreement throughout the process
- Control levels of detail and abstraction to guide and influence the process to a desired outcome
Outcomes
- Set the conditions and parameters for effective negotiation
- Use language to guide an interaction and reach common ground
- Drill down to finalise specific agreed outcomes
Logistics
- This session can be run as a 180-minute 'nugget' or as a one-day training course
- We like to use two facilitators for the 'nugget' version of this session - optimum number of attendees is 12 the maximum is 24.
- For an optimal training environment we prefer a theatre style room layout with plenty of room for participants to move around
- Equipment requirements are a flip chart (necessity) and a projector/screen (optional)
Interested in Advanced Negotiation Skills? Contact Noggin
If you are interested in Advanced Negotiation Skills, why not contact us now?
