Course Curriculum
Day 1: Foundations of Negotiation Morning Session (4 hours) Introduction to Negotiation: Understanding the basics and importance of negotiation in professional and personal contexts. Types of Negotiation: Distinguishing between distributive and integrative negotiation and when to use each. The Negotiation Process: Steps and stages of a typical negotiation. Afternoon Session (3 hours) Essential Negotiation Skills: Communication, listening, and questioning techniques. Role-playing Exercise: Simple negotiation scenarios to apply basic concepts and skills.
Day 2: Strategies and Tactics Morning Session (4 hours) Preparing for Negotiation: Setting objectives, understanding BATNA (Best Alternative to a Negotiated Agreement), and knowing your reservation point. Power and Persuasion in Negotiation: Exploring sources of power and persuasive tactics to influence outcomes. Afternoon Session (3 hours) Negotiation Tactics: Common tactics used in negotiation and how to counter them. Practical Activity: Participants engage in negotiation exercises focusing on tactics and counter-tactics.
Day 3: Psychology in Negotiation Morning Session (4 hours) Psychological Aspects: Understanding biases, emotional intelligence, and cognitive distortions that affect negotiations. Building Relationships and Trust: Strategies to foster collaboration and build long-term relationships in negotiation. Afternoon Session (3 hours) Case Study Discussion: Analyzing complex negotiation cases to identify psychological factors and relational dynamics. Simulation: Role-playing a negotiation with a strong psychological and relational component.
Day 4: Complex Negotiations and Conflict Resolution Morning Session (4 hours) Handling Difficult Negotiations: Strategies for negotiating under pressure, including conflict resolution techniques. Multilateral Negotiations: Managing negotiations involving multiple parties. Afternoon Session (3 hours) Negotiation Simulation: Participants handle a simulated complex negotiation involving multiple stakeholders. Debrief and Feedback: Review techniques used, outcomes achieved, and learning points from the simulation.
Day 5: Practical Application and Mastery Morning Session (4 hours) International and Cross-Cultural Negotiations: Understanding and managing cultural differences in negotiation strategies and practices. Legal and Ethical Considerations: Navigating the legal and ethical landscape in negotiations. Afternoon Session (3 hours) Final Negotiation Exercise: Participants engage in a comprehensive negotiation scenario incorporating elements from the entire course. Course Review and Feedback: Consolidating skills learned, discussing continuous improvement, and how to apply these skills in real-world situations.
Course Curriculum
Course Highlights
This course layout ensures a progressive build-up of negotiation skills from basic principles to complex scenarios, integrating theory with substantial practical engagement through exercises, role-plays, and simulations. Participants will leave with a robust understanding of negotiation techniques, ready to apply them effectively in their professional and personal lives.
Foundational to Advanced Techniques: Participants will learn a broad spectrum of negotiation tactics, from basic strategies to advanced skills for complex and high-stakes negotiations.
Interactive Learning Environment: The course includes numerous role-playing scenarios, simulations, and case studies, providing hands-on experience that reinforces theoretical learning and enhances practical skills.
Psychological Insights: Explore the psychological aspects of negotiation, including how to understand biases, use emotional intelligence, and apply psychological tactics to influence outcomes positively.
Conflict Resolution: Gain skills in resolving conflicts during negotiations, learning how to turn confrontational scenarios into opportunities for agreement and collaboration.
Cross-Cultural Negotiation: Address international and cross-cultural considerations, preparing participants to negotiate effectively across diverse cultural contexts.
Ethical Negotiation Practices: Discuss the ethical dimensions of negotiation, ensuring participants can uphold integrity and fairness while achieving optimal negotiation outcomes.
Who should do this course?
Sales Representatives: Closing deals and maximizing value.
Procurement Managers: Negotiating contracts and procurement terms
HR Professionals: Bargaining employment terms and resolving conflicts.
Lawyers: Advocating and negotiating in legal settings.