At work, at home, either with internal or external clients, we always negotiate. Negotiation requires important skills and knowledge to beep up our confidence and achieve the desired outcomes. The objective of a negotiation dialogue or process is to enlarge the value of an undertaking by considering all the parties’ interests. Understanding what is a legitimate position or offer is paramount to a successful negotiation. To foster trust and working relationship, the players need to learn to communicate openly leading to greater trust and collaboration.
Learning Objectives
- Introduce a systematic process and framework for negotiation that both organizes thinking and defines skillful behavior
- Recognize negotiation dynamics and embedded assumptions: results/relationship trade-off, a fixed vs. expandable “pie,” competition vs. collaboration
- Define success, prepare, conduct and review negotiations, enabling improved business results
- Enable effective, two-way communication as the foundation for good business results AND a good relationship
- Manage difficult tactics and “hard bargainers” to keep the negotiation on track and moving forward
Target Audience
Business development managers, procurement personnel, project managers
Topics:
Part 1: The Negotiation Zone. In this module, the Fundamental elements involved in negotiation will be discussed. The participants will learn a framework and context “what it takes to become an effective negotiator. In addition, they will undertake a self-assessment for them to determine the skills required to be an effective negotiator. At the end of the module, they will know what is negotiation and what is not.
Part 2: TEXTRA: Discover the 5 Harvard Negotiation Principles. This session involves storytelling and game play stealing as part of the process that enables participants to link the topic to personal experiences and also venture into other life experiences making the learning more interesting. The participants will discover the 5 Harvard Negotiation Principles and create a shared understanding of what it takes to become an effective negotiator. In this session, the participants will learn and use the 3 Golden Skills Advocacy, Inquiry and Acknowledgement that help achieve effective communication in a negotiation situation.
Part 3: 1st Role Play: Using the Harvard Method to prepare). In this module, using the 5 Principles of the Harvard Negotiation Method as a blueprint for preparing the upcoming negotiation (role play), the participants will realize that their negotiation strategy and success depends on preparation. They will also see that it is useful to craft a systematic approach to preparation (provides confidence).
Part 4: Conducting a Negotiation. This module gives the participants the “bird’s eye view” of what they have previously done in pieces; it helps them to see the whole process that allows them to apply what they learnt so far. Following the conduct of negotiation, they will study the Slippery Slope case and re-craft it by applying the 5 Harvard Negotiation principles.
Part 5: 2nd Role Play: Team Negotiation. In this module, again using the 5 Principles of the Harvard Negotiation Method as a blueprint for preparing the upcoming negotiation, they will realize the importance preparation especially in a team negotiation where different stakeholder might have different interests. Furthermore, the role play will provide participants with an opportunity to put learning into practice and receive feedback.
Additional Information:
Please note that lunch is not included in the attendance fee. It will be on your own expense, but there are plenty of restaurants and opportunities for lunch around the venue.
2 coffeebreaks are included and small snacks will be offered throughout these breaks. Water will be provided throughout the whole event.
Payment Details:
You can pay either cash at the day of the event or by bank transfer. For bank transfer please indicate: Nanjing_20.01.2015
You will receive the bank details by email.
Terms & Coditions
Events have limited seating so to ensure your attendance we encourage advance online registration and payment for ALL events. We cannot guarantee entry to anyone not registered in advance.
All our events are held in English and are off-the-record unless otherwise stated.
Cancellation Policy
If you cannot attend an event for which you have registered, please cancel your registration no later than one business day prior to the event. If you fail to notify us of your cancellation in a timely fashion, you will be charged for event costs.
To cancel you can: 1) email nanjing_training@europeanchamber.com, or 2) cancel online if you registered for the event through the website
