COURSE TITLE

COMING TO WIN-WIN SITUATIONS: NEGOTIATING STRATEGIES

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OVERVIEW

 

This workshop addresses the changing needs of the corporate world, focusing on mutually beneficial solutions. 

LEARNING OBJECTIVES

 

Participants who complete this workshop will:

 

·                     Learn the true meaning of negotiating - values and principles.

·                     Inspire success strategies throughout the organization.

·                     Uncover blind spots that cause miscommunication.

·                     Develop effective communication skills.  Learn by listening to the other side.

COURSE OUTLINE

 

Day One

 

1.       Introduction

·                     "Skills for the Future".  Self-Awareness, Teamwork, Interpersonal Communications and Win-Win.

·                     Icebreaker:  "How Do You See Yourself?"

 

2.       Principles

·                     “Deliberations, Arbitrations, and Other...ations.”  Explore the meaning behind negotiation and who negotiates.  Why them?  Uncover the true purpose of mutually beneficial solutions.

·                     “Alternatives to Get to Yes.”  

 

3.       Tools and Techniques

·                     "Goals and Variances".  Before negotiating processes begin, we each have a goal.  Learn the tools to help you determine your Settlement Range.

·                     "Scripting."  A look at communicating effectively to build confidence in your presentation, while working towards your desired outcome.  Content and word intonation could hinder communication.

·                     "Interpreting and Staying Open to Information."  The fundamental success of negotiating relies on being able to Listen completely, even if you disagree with the other party.

·                     "The Problem with Problem Solving."  Difficulties you might run into, including perspectives (logical, emotional, ethics), overcoming personal differences, and feeling "stuck".  Know your personal triggers.

 

4.       Case Studies

·                     "Obtaining Important Information."

·                     "What Do They Really Want?"

·                     "Resolving Conflicts."

 

5.       Closure

·                     “Unstoppable Performance.”  Looking ahead to develop and inspire success strategies throughout your team and colleagues.

METHODOLOGY

 
  • Large group discussion and activities
  • Lecturettes
  • Individual work, reflection and exercises
  • Small group discussion, exercises and activities
  • Case studies / Critical incidents
  • Simulations / Role Plays / Practice

WHO SHOULD ATTEND

 
  • Front-line, Sales, Human Resource Leaders, Team Leaders, Managers and Supervisors

PRE-REQUISITES

 
  • None

DURATION

 
  • 1 Day

CLASS SIZE

 
  • 6 – 20