Course Description
This intensive 5-day course equips participants with advanced negotiation skills essential for success in today's business world. Through a combination of theory, practical exercises, and real-world case studies, attendees will learn to navigate complex negotiation scenarios, develop effective strategies, and achieve mutually beneficial outcomes.
Learning Objectives
- Understand key negotiation principles and apply them to various business contexts
- Develop strategies to create value and achieve win-win outcomes
- Enhance communication skills to build rapport and manage conflicts
- Learn to analyze and adapt to different negotiation styles and cultural contexts
- Master techniques for handling difficult negotiations and overcoming impasses
Course Modules
Day 1: Foundations of Effective Negotiation
- Introduction to negotiation theory and practice
- Understanding negotiation styles and their impact
- The importance of preparation and goal-setting
- Analyzing the Zone of Possible Agreement (ZOPA)
Day 2: Creating and Claiming Value
- Distributive vs. integrative negotiation approaches
- Techniques for expanding the pie
- Managing trade-offs and concessions
- Effective use of anchoring and framing
Day 3: Communication and Persuasion in Negotiation
- Active listening and questioning techniques
- Building rapport and trust
- Persuasion strategies and tactics
- Managing emotions and difficult conversations
Day 4: Complex Negotiations and Cultural Considerations
- Multi-party and multi-issue negotiations
- Negotiating across cultures
- Power dynamics and ethical considerations
- Dealing with deadlocks and impasses
Day 5: Advanced Strategies and Practical Application
- Negotiation in specific business contexts (M&A, contracts, etc.)
- Developing a personal negotiation style
- Long-term relationship building through negotiation
- Capstone negotiation simulation and debrief
Practical Wins for Participants
- Ability to confidently approach and structure complex negotiations
- Enhanced skills in creating value and achieving win-win outcomes
- Improved communication techniques for managing conflicts and building relationships
- Personalized negotiation strategy adaptable to various business scenarios
Credits: 5 credit per day
Course Mode: full-time
Provider: Blackbird Training Centre
