We negotiate much more often than we think. Every globally active corporation exists in a complex web of internal and external relationships, and the shape of that web is formed through negotiations. Purchasing and outsourcing contracts are negotiated with suppliers. Marketing arrangements are negotiated with domestic and foreign distributors. The contents of product and service bundles are negotiated with customers. Product development pacts are negotiated with joint-venture partners and so on.
It’s difficult to think of any business initiative that does not require some form of negotiation. Although the outcome of any single negotiation may not have much effect on a business’s fortunes, the thousands of negotiations a typical company undertakes have, in combination, an enormous impact on its strategy and its bottom line.
Negotiating is both a science and an art, and developing the skills of an excellent negotiator is a life-long journey. This one-day management training course examines techniques for preparing for and conducting negotiated agreements in the workplace.
The course explores key aspects of effective negotiation, such as clarifying your underlying interests and uncovering the interests of the other party, as well as understanding each party’s best alternative to a negotiated agreement - or BATNA.
For online payments please indicate SHA2014-12-02
Key content covers:
• Understanding Negotiation Styles
• Pre-Negotiation Analysis and Preparation
• Understanding and Developing BATNAs
• Avoiding the Mistakes Negotiators typically make
• Process of Win-Win Negotiations
• How to get to a Win-Win Solution
• When Negotiations are Stalled
Participants are walked through the basics of effective negotiations using case studies and exercises and apply key learning content during a simulation and role play.
Course Benefits
Participants learn
• how win-win negotiation works
• how to prepare for negotiations systematically
• to structure the win-win negotiation process
• to distinguish between positions, interests, and needs
• about the significance of BATNA
• to identify their own BATNA
• how to use different approaches to reach a win-win solution
• apply key learning points in various exercises
• conduct a win-win negotiations in a simulation game
• to develop best practice based upon a ten-item model of behavioural standards.
Agenda
9.00–9.15 Introduction
9.15–10.30 Negotiation – The Basics
Key Strategies to Improve Negotiation Performance
Exercise
Understanding Negotiation Style
The Five Conflict Handling Modes
When to use which Style?
10.30–10.45 Coffee Break
10.45–12.15 Negotiation Analysis
Pre-Negotiation Preparation Checklist
BATNA
Interests
Exercise: Clarifying Issues, Positions, and Interests
Parties Involved
Negotiation Strategy
Quiz
Six Mistakes Negotiators typically make
Exercise: Avoiding common Negotiation Traps
12.15–13.15 Lunch Break
13.15–14.15 The Process of Win-Win Negotiations
Win-Win Principles
Stages of a Win-Win Negotiation
Problem Identification
Solution Generation
How to get to a Win-Win Solution
Solution Selection
Implementation Checklist
14.15–14.30 Coffee Break
14.30–16.30 Simulation – Role Play
Preparation
Role Play
Debriefing
16.30–17.00 Wrap-Up
Summary of Key Learning Points
Interactive Elements
Numerous Exercises
Simulation / Role Play
About the trainer
Dr. Laurenz Awater, an organizational development expert with more 15 years of China experience, works as management consultant and trainer. Since 2003 he heads the Shanghai INNOVA Management Institute, a consulting firm of German origin which has serviced more than 200 multinational clients in China during the past 10 years.
The Shanghai INNOVA Management Institute offers a full range of organizational development solutions, from leadership and team development to intercultural learning and change management. INNOVA is known for its creative and innovative training design and for applying experiential learning activities during its in-house trainings.