Power Negotiation with Applied Behaviour Psychology (505)

Short Title: Negotiation Skills

Our world is a giant negotiating table, and like it or not, we are all participants in this adventure. The ability to negotiate is something that everybody ought to acquire. Everyone - from the nation's politician negotiating national treaties to the common employee asking for a pay rise or the young person applying for his or her first mortgage - needs constantly to reach agreements with other people. Selling and negotiating have much in common. In one you are selling products, in the other ideas. Both usually come down to money. And both involve selling yourself. Once others view you as dependable, you are on the way to success. How you can handle these encounters can determine how we can prosper and enjoy a full pleasurable, satisfying life.

Programme Objectives

1. Understand the key concepts of and employ the correct steps in the process of negotiation.
2. Note how the personality, culture and behavior of negotiators affect the outcome of negotiations.
3. Develop effective psychological strategies/tactics for negotiation.
4. Secure, maintain and develop profitable objectives in negotiating contracts.
5. Give and take, make and get concessions carefully.
6. Make time deadlines work for you.
7. Combat and use psychological pressures effectively.
8. Use "TIME" and "POWER" tactics.
9. Deal with some of the common problem personalities encountered in negotiations.

Content

• Workshop Expectation
• Essential Negotiation Concepts - Goals of Negotiation, The Negotiation Relationship
• The Process of Negotiation - R.E.S.P.E.C.T. Approach
• Creating the Right Climate - The Critical Period
• Influencing the Climate
• The Preparation Work - Aiming High with Targets,
• Understanding Buyer-Seller Motivation
• The Fabric of Negotiation - Understanding People Instantly, Transactional Analysis for People
• Profiling & Reading Faces and Body Language
• The Instruments of Negotiation - How to Exploit Power, Time and Information
• The Strategies of Negotiation Power
• Psychology Techniques/Toolbox in Negotiating
• Short Exam & Forum: Post Course Evaluation