The Course Content
Day One: What We Already Understand about the Negotiation Process – is no Longer Static
The pace of change in commerce and the need for Dynamic Negotiators
Common terms, phases and stages in negotiation
The information revolution and it’s effect on the negotiation landscape
Key principles of the negotiation framework and recent cases which challenge the status quo
Understanding our own personal negotiation style and adapting to dynamic situations
The dual concerns model and its influence on planning for a negotiation
Day Two: Widening our Cognitive Reasoning to become Better Negotiators
Perception and its effect on our approach to negotiation
Framing and reframing to gain an understanding of the situation
Convergent and Divergent thought processes and biases
Improving our communication and influencing skills
Strategic planning for Integrative negotiations
Authoring convincing pitches and arguments to strengthen your negotiation
Day Three: Power, Personality and Establishing Relationships
The negotiators’ sources of power and how it becomes acquired
Harnessing power by developing relationships and defining boundaries
Influencing as the ‘go to’ person at the negotiating table
Getting things done with the engagement of others
Using persuasive language to reach your goals
Unethical behaviour and its consequences
Day Four: Overcoming Difficulties and Resolving Differences
Creating momentum when negotiations are stalled
Understanding individual differences, abilities and approaches to negotiation
Managing difficult negotiators with Emotional Intelligence
Recognizing and coping with deception and falsehood
Countering aggression, argument and hard tactics
Getting people ‘on side’ and ensuring commitment when it matters
Day Five: Consolidation for Success, Creating Sustainable Agreements
Adopting strategies for building successful outcomes through collaboration
The complexity of multiparty negotiations
Understanding team dynamics, egos, competitiveness and frustrations
Composing and operating in negotiating teams
Using coaching to develop uncooperative team members
Practical skills session