Negotiating for Results (2 Days)
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Negotiating is about resolving differences. People who can master the process of negotiation find they can save time and money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in their communities when they understand how to negotiate well.
Negotiating is a fundamental fact of life. Whether you are working on a project or fulfilling support duties, this workshop will provide you with a basic comfort level to negotiate in any situation. This interactive workshop includes techniques to promote effective communication and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.
Pre-requisites
There are no prerequisite skills for this course, however, you might be interested in the following related courses: Communication Skills, Business Presentations, and Business Writing: From Email to Proposals.
Objectives
Specific learning objectives include:
- How often we all negotiate and the benefits of good negotiation skills.
- The importance of preparing for the negotiation process, regardless of the circumstances.
- The various negotiation styles and their advantages and disadvantages.
- Strategies for dealing with tough or unfair tactics.
- Skills in developing alternatives and recognizing options.
- Basic negotiation principles, including BATNA, WATNA, WAP, and the ZOPA.
Course content
Introduction and Course Overview
You will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.
How to Get People to Like You
Participants will examine the twelve rules of likeability in small groups. Then, the large group will reconvene and discuss its conclusions.
What Influences People in Forming Relationships?
There are seven main things that influence people in forming relationships. During this session, we will cover what those influences are and how participants can ensure they are a positive factor in your relationships.
Disclosure
Joe Luft and Harry Ingraham developed the Johari Window, a way of looking at our self-awareness and our ability to ask feedback of others. We will look at the Johari Window in detail during this session.
How to Win Friends and Influence People
One of the most popular books ever written was Dale Carnegie’s How to Win Friends and Influence People. We will spend this session looking at some of its tips.
Communication Skills for Relationship Selling
The two most basic elements of good communication are asking questions and listening to others. We will cover both skills in depth during this session.
Non-Verbal Messages
Did you know that your words convey only 7% of your message? We’ll discuss what the other 93% is made up of, and how you can ensure that your body is sending the same message as your words.
Managing the Mingling
During this session, we will discuss some tips on mingling, including ways to remember peoples’ names.
The Handshake
During the important first few minutes of a new relationship, a handshake is usually the only body contact between two people. We will discuss and demonstrate the five key elements of a good handshake.
Small Talk
Being able to small-talk successfully is one of the most crucial skills a businessperson can develop, but it’s also one of the hardest. We’ll discuss some basic do’s and don’ts of small talk.
Networking
Once you have started a network of business associates, how do you organize your contacts? We will answer this question to wrap up the day.
Workshop Wrap-Up
At the end of the day, students will have an opportunity to ask questions and fill out an action plan.