{"id":2366,"date":"2022-04-08T05:08:20","date_gmt":"2022-04-08T05:08:20","guid":{"rendered":"https:\/\/www.nus.edu.sg\/celc\/?p=2366"},"modified":"2024-09-09T13:24:58","modified_gmt":"2024-09-09T05:24:58","slug":"principled-negotiation-communicate-win-win","status":"publish","type":"page","link":"https:\/\/www.nus.edu.sg\/celc\/continuing-education-and-training-cet-workshops\/principled-negotiation-communicate-win-win\/","title":{"rendered":"Principled Negotiation: Communicate Win-Win"},"content":{"rendered":"\n\n\t

PRINCIPLED NEGOTIATION: COMMUNICATE WIN-WIN<\/h2>\n

\n\t\tDescription\n\t<\/h4>\n\t

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.<\/p>\n

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.<\/p>\n

\n\t\tLEARNING OUTCOMES\n\t<\/h4>\n\t

By the end of the workshop, participants will be able to:<\/p>\n

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

        \n\t\tMODE OF TRAINING\n\t<\/h4>\n\t