Course Outline
Day One: Finding a Collaborative Position When Aiming for Agreement
- The basis of a negotiated settlement
- Disputes and the need for resolution
- The place of negotiation in the contractual resolution process
- Distributive and integrative approach to negotiations
- Emotion, understanding and perceptions
- Ethics and the impact on the negotiation process
Day Two: Strategic Approaches to Negotiating Required Outcomes
- Preparation and goal setting to maintain focus
- The key stages in planning a negotiation
- Information needs and sources of negotiation power
- Taking positions during the negotiation process
- Drafting your proposal which will open the discussion
- The discussion and importance of timing when closing deals
Day Three: Negotiation Relationships and Team Dynamics
- Non-verbal communication and the interpretation of body language
- Communication skill models used in negotiation
- Proposals, influence and persuasion
- Establishing commitment
- Building the negotiating team
- Managing multi-party negotiations
Day Four: The Impact of Culture on the Negotiation Process
- Interests, positions and escalation
- Why are international negotiations different?
- The influence of cultural on negotiation
- Stakeholder power behind the interests in negotiation
- Ploys and tactics and how to respond effectively
- Negotiation best practice
Day Five: Resolving Differences and Difficult Situations
- The negotiator as a mediator in the process
- Handling difficult negotiators
- Negotiation case study
- Team allocation and simulation exercise
- The Do’s and Don’ts of Negotiating
- Improving what we do - action planning