ELC-PN (Course Reference No: TGS-2020507538)

PRINCIPLED NEGOTIATION: COMMUNICATE WIN-WIN

Description

In this workshop, not only will participants learn key principles to conduct a principled negotiation that aims to foster a win-win relationship among negotiators, they will understand how to communicate effectively to achieve mutually beneficial outcomes through exercises, role plays and useful analytical frameworks.

After attending this workshop, participants will be able to apply negotiation principles in workplace communication contexts that require participants to trade concessions in order to foster goodwill in relationships.

LEARNING OUTCOMES

By the end of the workshop, participants will be able to:

  1. Understand the definition of a negotiation
  2. Identify the problems with positional negotiation
  3. Understand the principles of a 'good' negotiation
  4. Apply the principles of a 'good' negotiation to analyse a negotiation process and evaluate the effectiveness of the negotiator
  5. Understand key phases in a negotiation process
  6. Prepare for Negotiation (Phase 1)
    1. Identify interests, options, concessions, criteria
    2. Identify ZOPA (Zone of Possible Agreement)
    3. Know one's BATNA (Best Alternative to a Negotiated Agreement) and use it to one's benefit
    4. Develop negotiation strategy
  7. Conduct a negotiation session (Phase 2)
    1. Appreciate power dynamics in a negotiation
    2. Understand the importance of managing people-related issues
    3. Apply effective communication techniques (listening actively, paraphrasing effectively, asking good questions, and demonstrating effective non-verbal communication) in a principled negotiation
  8. Understand the importance of follow-up and review (Phase 3)
  9. Apply the concepts of a principled negotiation in a role-play negotiation context.
  10. Critique (self and peers) and reflect on the effectiveness of a negotiation process

MODE OF TRAINING

Synchronous e-learning

COURSE OUTLINE

Day 1

Negotiation – what is it?
Role play to appreciate the disadvantages of positional negotiation
Principles of a good negotiation
Negotiation in action

  • watch how a negotiator diffuses tension in a large-scale meeting
  • evaluate how he fared on application of negotiation principles and communication

Negotiation process: Prepare for a negotiation session (Phase 1)

  • Zone of Possible Agreement (ZOPA) and Best Alternative to a Negotiated Agreement (BATNA)
  • Industry Standards as Criterion in Negotiation – Is there no other way?

Negotiation Process: Conduct a negotiation session (Phase 2)

  • Mindset and Communication in Negotiation – Active Listening & Effective Questioning

 

Day 2

Negotiation Practice & Critique of Live Negotiation

  • Work in teams to prepare for a negotiation role play practice.  Participants of 18 will be divided into three groups of 3 each, and each side prepares for a negotiation based on a scenario.  A debrief session will follow after each role play

Negotiation Role Play (Assessment)

 

Participants will engage in role plays and gain immediate feedback from peers and the instructor.

PRE-REQUISITES

Diploma / Degree with at least 2 years working experience

COURSE DATES & TIMES

REGISTRATION

WHO SHOULD APPLY

Technically trained personnel who are taking on supervisory and/or management roles recently
Junior management staff who need to manage multiple stakeholders strategically

FEES & FUNDING

Non-Subsidized Course Fee
Singapore Citizen 39 years old or younger
Singaporean PRs
Singapore Citizen 40 years or older eligible for MCES
Enhanced Training Support for SMEs
Full Programme Fee

S$ 1900

S$ 1900
S$ 1900
S$ 1900
S$ 1900
SkillsFuture Funding Eligible for Claim Period (19 Oct 2017 to 30 Sep 2020)
-
(S$ 1330)
(S$ 1330)
(S$ 1330)
(S$ 1330)
Nett Programme Fee
S$ 1900
S$ 570
S$ 570
S$ 570
S$ 570
7% GST on Nett Programme Fee
S$ 133.00
S$ 39.90
S$ 39.90
S$ 39.90
S$ 39.90
Total Nett Programme Fee Payable, Incl. GST
S$ 2033.00
S$ 609.90
S$ 609.90
S$ 609.90
S$ 609.90
Less Additional Funding if Eligible Under Various Scheme
-
-
-
(S$ 380)
(S$ 380)
Total Nett Programme Fee, Incl. GST, after additional funding from the various funding schemes
S$ 2033.00
S$ 609.90
S$ 609.90
S$229.9
S$229.9
  • Total Nett Course Fee, Incl. GST, after additional funding from the various funding schemes
  • SkillsFuture Funding Eligible for Claim Period 1 Jul 2021 to 30 June 2024
  • NTUC members enjoy 50% of the unfunded course fee support for up to $250 each year for courses supported under UTAP (Union Training Assistance Programme). Terms and Conditions apply. Please visit Skills Upgrade.
  • Learners must record at least 75% attendance, and pass all assessment components, to be eligible for SSG funding.

TRAINER

Ms Susan Lee is a Lecturer in CELC. She has taught English communication for 20 years at institutions and with adult learners in corporate environment. She is ACTA certified (WSQ Advanced Certificate in Training and Assessment) and passionate in customising learning to engage skill application in contexts for presentation, interpersonal communication and negotiation. She has produced a Coursera module for the course, Effective Communication in the Globalised Workplace and co-developed an e-learning package on personal branding. Susan designs and facilitates workshops and modules on internship preparation, LinkedIn, online and face-to-face interview, networking, Professional Communication, Communicating Engineering, Communicating in the Information Age, and Business Communication.

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