Available in QLD (Available on demand in NSW, VIC, WA)

"Negotiation is a problem-solving process in which two or more people voluntarily discuss their differences and attempt to reach a joint decision on their common concerns." Christopher W. Moore

Overview

Negotiation requires participants to identify issues about which they differ, educate each other about their needs and interests, generate possible settlement options and bargain over the terms of the final agreement. Being effective at negotiation is vital in today’s global business environment. As a result of a more uncertain business environment there are (generally) fewer external deals taking place. As well, stress is also higher in today’s workplace which impacts on internal negotiations.

There is an inclination to:

• More anxiety in closing deals because there are fewer deals out in the business environment.
• Taking shortcuts to get a result, any result.

So being effective in negotiation fundamentals is even more critical in today’s environment, all the time in our everyday life as well as inside and outside our business.

Key Behaviours/Competencies

• Become aware of your personal negotiation style
• Learn to plan a negotiation
• Clearly understand the stages of a negotiation
• Learn which negotiation style is appropriate for different situations

Key Benefits

This two day course will cover:

• Negotiation – what is it and when do we use it?
• Conflict resolution strategies – what is conflict?
• Negotiation Planning – the importance of preparation
• The Negotiation Process – stages of a negotiation
• Effective Communication – the power of language
• Characteristics an effective Negotiator uses face to face
• What sort of negotiator are you?
• Seven elements of a principled negotiation

Program Components

• People are the critical component in negotiation. This section will include understanding the individual, demonstrating empathy and acknowledgement and respect of counterparts need to have interests met, not to lose face or move too fast.
• The negotiation formulae and process. Understand and use proven approaches and techniques to achieve the outcomes you need.
• Turning it back around. Negotiation is not always a process which goes to plan. Practice tactics for dealing with setbacks and getting back on track.
• Courses can be tailored to suit organisational environment and issues by including the use of any relevant paperwork or systems that apply to current practice as part of the practical exercises.

Course Fees

The fee for this two day program including all materials, lunch, morning and afternoon tea is:

$990 + GST per person. Group discounts are available upon request.