Successful Negotiation Skills

TARGET PARTICIPANTS

• Executives at senior management levels, board members, and directors;
• Middle Managers - Functional directors and managers, chiefs/heads and deputy heads of departments;
• Those who wish to strengthen their bargaining and negotiating skills.

PROGRAM OBJECTIVES

After completing this program, participants will be able to:

• Recognize the importance of bargaining and negotiation in business;
• Understand different types of negotiation and creatively apply  negotiation skills, methods, and techniques into reality to reach the highest outcome;
• Understand the process of negotiation and vital negotiation skills;  
• Overcome barriers and optimize factors in negotiation;
• Promoting collective strength in bargaining and negotiation.

Part I. Role of negotiation in business

Part II. Types of negotiation

• A distributive negotiation;
• Integrative negotiation;
• Multi-stage and multi-party bargaining and negotiation;
• New innovative method;
• 10 ways to develop innovative ideas in bargaining and negotiation;
• Other types of negotiation;
• Confrontation or collaboration?

Part III. Process and skills of bargaining and negotiation

• Steps of a bargaining and negotiation process;
• Effective strategies during the negotiation session;
• Common problems in bargaining and negotiation tactics;
• Bargaining and negotiating skills.

Part IV. Barriers and the factors affecting bargaining and negotiation

• Barriers to agreement;
• Flaws of thinking;
• Importance of relationships;
• Emotions in negotiation;
• Positive influence in negotiation;
• Negative influence in negotiation;
• Factors affecting emotions in negotiation;
• Effects of emotions from other parties;
• Common cultural effects in (international) negotiations;
• Language barriers- Non-verbal behaviors;
• Special negotiating behaviors corresponding to different cultures;
• Differences in management values ​​applicable to negotiation (objectivity, competitiveness, fairness, time);
• Differences in thinking processes and decision making;
• Implications from a decision-maker to a negotiator.

Part V. Collective Negotiation