Mastering Negotiation Event, 03.Feb.2025

Introduction

Negotiation is a critical skill in both personal and professional life. Whether you're bargaining for a better deal, resolving conflicts, or making important decisions, effective negotiation can lead to favorable outcomes. This course, "Mastering Negotiation," is designed to provide participants with a comprehensive understanding of negotiation principles and strategies. Participants will learn to negotiate confidently, build mutually beneficial agreements, and navigate complex negotiation scenarios. Through a combination of theory, practical exercises, and case studies, this course will empower participants to become skilled negotiators.

Objectives

• Introduce participants to the fundamental concepts and importance of negotiation.
• Provide a comprehensive understanding of negotiation styles and tactics.
• Equip participants with practical negotiation skills, including communication and persuasion techniques.
• Teach participants how to prepare effectively for negotiations and assess their own and their counterparts' positions.
• Foster the ability to negotiate in various contexts, from business deals to interpersonal relationships.
• Prepare participants to handle complex negotiation challenges with confidence.

Course Outline

Day 1: Introduction to Negotiation

• Understanding the Role and Significance of Negotiation
• The Psychological Aspects of Negotiation
• Common Myths and Misconceptions about Negotiation

Day 2: Negotiation Styles and Strategies

• Different Negotiation Styles (Competitive, Collaborative, etc.)
• Choosing the Right Strategy for Each Situation
• Building Trust in Negotiations

Day 3: Effective Communication in Negotiation

• The Art of Active Listening
• Verbal and Non-verbal Communication Techniques
• Framing and Reframing in Negotiations

Day 4: Persuasion and Influence in Negotiation

• The Principles of Persuasion (Reciprocity, Scarcity, etc.)
• Techniques for Overcoming Resistance
• Ethical Considerations in Persuasion

Day 5: Negotiation Preparation and Planning

• Setting Clear Objectives and Goals
• Assessing Your BATNA (Best Alternative to a Negotiated Agreement)
• Analyzing the Other Party's Interests and Positions

Day 6: The Negotiation Process

• Opening Statements and Positioning
• The Art of Give and Take
• Managing Deadlocks and Impasses

Day 7: Negotiating in Business and Professional Settings

• Contract Negotiation and Deal Making
• Salary and Compensation Negotiations
• Negotiating with Suppliers and Partners

Day 8: Conflict Resolution and Difficult Conversations

• Techniques for Resolving Conflicts through Negotiation
• Handling Emotional and High-Stakes Negotiations
• Navigating Difficult Conversations with Tact

Day 9: Multi-party and Cross-cultural Negotiations

• Strategies for Complex Negotiation Scenarios
• Understanding Cultural Differences in Negotiation
• Building Alliances and Coalitions

Day 10: Final Negotiation Exercises and Review

• Participants engage in real-world negotiation scenarios.
• Analysis and debrief of negotiation exercises.
• Course review, Q&A, and certification.