The business world today is more price-conscious and time-aware than ever before. This means that negotiators are expected to achieve the most advantageous results in more efficient ways. Knowing what the other party really wants is vital to achieving this. Key’s training and coaching in Negotiation Skills shows you how to effectively plan and conduct a negotiation to achieve the best possible results. Based on the concept of ‘Principled Negotiation’ from the Harvard Business School, the training equips you with immediately applicable tools and techniques to improve your negotiation results.
»Example Agenda
WHAT ISSUES DOES THIS TRAINING ADDRESS?
- How can I win more business by negotiating more effectively?
- How can I build profitable long-term relationships?
- How can I be less stressed in the negotiation situation?
WHAT ARE THE OUTPUTS OF THE TRAINING?
By the end of the training, you will:
- Know the elements necessary to successfully prepare for a negotiation
- Have an understanding of how strategic processes chosen during the negotiation can positively and negatively impact the results of the negotiation
- Have new concepts and skills to add to your toolbox and apply immediately to your negotiations to make lasting agreements
- Have the ability to make agreements which maximise the outcome for the parties involved
DESIGNED ACCORDING TO YOUR NEEDS AND GOALS
Together with you, we look at your needs and goals. Based on this, we suggest the most efficient way to deliver this training. It can be, for example, intensive workshops, on-going individual coaching, consultation, or project work.
Because we see the world as our workplace, we can deliver training at the location that best suits you. Training can be delivered in English or Swedish.
WHAT HAVE PREVIOUS PARTICIPANTS SAID ABOUT THE TRAINING?
Through several examples and good coaching skills, the trainer showed various negotiation options. He opened participants' minds on how to think outside the box!
Participant, Ericsson Finland 2006
The trainer was wxceptionally good and competent. It was useful to hear real life examples from the trainers own experiences. The summary on day 2 and 3 was very thorough and really reinforced what we had learned.
Participant, Ericsson Kista, 2007
AN EXAMPLE AGENDA – 3 DAY WORKSHOP |
DAY 1
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Introduction of the workshop
Challenges of negotiating
Learning objective – to share and understand the personal challenges that participants experience in the negotiation situation so that the training can be adapted to address them
Understanding my negotiating style
Learning objective – an activity used to analyse and illustrate individual behaviours in the negotiation situation so that they can better manage the tension between cooperation and competition
The Prisoner’s Dilemma
Learning objective – to learn through practice and dialogue the difference between competitive and cooperative approaches to negotiation
Negotiation Case
Learning Objective – A negotiation simulation used to apply techniques learned so far.
Conventional wisdom
Learning objective –a buy-sell negotiation is used to understand what is conventionally considered effective negotiation behaviour
Questioning conventional wisdom
Learning objective – to understand alternative ways to approach negotiations so that participants can select from a variety of strategies that can change or influence the situation to their advantage in future negotiations
Intro principled negotiation
Learning objective – to understand the Harvard Business Project on Negotiations proven and powerful mutual gains approach to negotiations so that they can apply it to a negotiation situation and improve the negotiated result
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| DAY 2 |
Review activity
Identifying your BATNA (Best Alternative to a Negotiated Agreement)
Learning objective – to learn and apply the principle of the BATNA on case study examples so that participants can better evaluate offers from others during a negotiation to decide when to walk away and when to close
Looking for interests
Learning objective –a negotiation activity followed by an analysis that enables us to learn and apply the principle of identifying shared interests in order to enhance personal effectiveness in the negotiation situation, negotiating without locking into positions, and build better negotiation relationships
Seeking options
Learning objective – to learn how structure the bargaining process to accommodate joint problem solving and make better deals by creating options for mutual gain
Negotiation case
Learning objective – A negotiation simulation used to apply techniques learned so far.
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| DAY 3 |
Review activities
External criteria
Learning objective – to understand how to use objective, external criteria to resolve differences about who should get what in a negotiation and avoid giving into unreasonable demands
Negotiation case
Learning objective – A negotiation simulation used to apply techniques learned so far.
Dealing with obstacles
Learning objective – to gain strategies for how to deal with and overcome communication problems, threats and other tactics that may lead to a breakdown in the negotiation
Preparing for your own negotiation
Learning objective – to leave the workshop feeling fully prepared for an upcoming negotiation by applying the preparation strategies covered during the training and receiving coaching on areas for improvement
Setting goals for further development
Learning objective – to clearly identify personal goals and realistic steps for future development.
HOW CAN WE HELP YOU? CONTACT US!
Contact us on: 08-31 55 16or
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Cultural Awareness