Negotiation Dynamics

Synopsis

Negotiation takes place everywhere whether we realise it or not. In a dynamic environment, it is not only what you know that matters. You need to have the necessary negotiation skills to navigate the issues and concerns of people you have to deal with. Negotiation skills are useful not only professionally at work but also personally in your dealings with people in general. Negotiation is not simply bargaining as some might think. Good negotiators rely on carefully thought-out strategies and a variety of techniques to achieve an agreement in which the negotiating parties feel that their interests have been met. This two-day course provides the tools and techniques for such an approach to negotiation.

The objectives of this 2-day course are:-

• To increase participants' awareness of how effective negotiation skills can help them in their personal and professional endeavours.
• To share with participants practical negotiating strategies and techniques based on real-world experiences backed by latest cutting-edge global researches.
• To provide participants with opportunities to apply practical negotiation skills and techniques in role play sessions and to evaluate their performances through video playbacks.

Course Outline

Introduction to Negotiation

• The key principles of negotiation
• Common mistakes in negotiation

Planning and Preparation for Negotiation

• Assessing The Other Side
• Developing One's Best Alternatives

Knowing Your Negotiating Style

• The Different Negotiation Styles
• Adopting the Appropriate Negotiation Style

Negotiation Strategies in Different Contexts

• Establishing positions and interests
• The Ice-berg Principle
• Seeking and Building Leverages
• Building up Objective Criteria
• Using Compelling Evidences

Handling Tough Negotiating Situations

• What constitute tough negotiating situations
• Techniques for different types of situations

Trading Concessions During Negotiations

• When and How to Trade Concessions
• The Pattern of Concessions

Negotiating as a Team

• How to Assemble a Negotiating Team
• The Do's and Don'ts of Team Negotiation

Cross-cultural Negotiations

• Preparing for cross-cultural negotiation
• The pitfalls of cross-cultural negotiations.

Methodology

This 2 day seminar is highly interactive and action-oriented. It will consist of a combination of lecture presentation, experiential learning, group discussions and practice sessions. Role plays will be introduced to enhance learning and video playbacks employed to provide feedback.