Mode of Training/ Duration/ Fee:

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Webinar: 3 Hours / $450 Per session (Max 15 participants)

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Live Workshop: 1 Day / 2 Days

1 Day Compact Workshop

8 pax & above = SGD158/pax

4-7 pax = SGD228/pax

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2 Days (More activities and application exercises)

8 pax & above = SGD316/pax

4-7 pax = SGD456/pax

 

Overview:
Welcome to the Effective Negotiation Skills workshop. Although people often think of boardrooms, suits, and million dollar deals when they hear the word “negotiation,” the truth is that we negotiate all the time. For example, have you ever:
Decided where to eat with a group of friends?
Decided on chore assignments with your family?
Asked your boss for a raise?
These are all situations that involve negotiating! This workshop will give participants an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved.

Workshop Objectives
 Research has consistently demonstrated that when clear goals are associated with learning that the learning occurs more easily and rapidly. With that in mind, let’s review our goals for today.
By the end of this workshop, participants will be able to:
Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating
- Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA
- Lay the groundwork for negotiation
- Identify what information to share and what to keep to yourself
- Understand basic bargaining techniques
- Apply strategies for identifying mutual gain
- Understand how to reach consensus and set the terms of agreement
- Deal with personal attacks and other difficult issues
- Use the negotiating process to solve everyday problems
- Negotiate on behalf of someone else

Pre-Assignment Review
 The purpose of the Pre-Assignment is to get you thinking about the negotiation process.
As a pre-assignment, think about what you consider the characteristics of a successful negotiator. 

Target audience:
All Business People

Course Outline

Module One: Understanding Negotiation 
Types of Negotiations 
The Three Phases 
Skills for Successful Negotiating 

Module Two: Getting Prepared 
Establishing Your WATNA and BATNA 
Identifying Your WAP 
Identifying Your ZOPA 
Personal Preparation 

Module Three: Laying the Groundwork 
Setting the Time and Place 
Establishing Common Ground 
Creating a Negotiation Framework 
The Negotiation Process 

Module Four: Phase One — Exchanging Information 
Getting Off on the Right Foot 
What to Share 
What to Keep to Yourself 

Module Five: Phase Two — Bargaining 
What to Expect 
Techniques to Try 
How to Break an Impasse 

Module Six: About Mutual Gain 
Three Ways to See Your Options 
About Mutual Gain 
Creating a Mutual Gain Solution 
What Do I Want? 
What Do They Want? 
What Do We Want? 

Module Seven: Phase Three — Closing 
Reaching Consensus 
Building an Agreement 
Setting the Terms of the Agreement 

Module Eight: Dealing with Difficult Issues 
Being Prepared for Environmental Tactics 
Dealing with Personal Attacks 
Controlling Your Emotions 
Deciding When It’s Time to Walk Away 

Module Nine: Negotiating Outside the Boardroom 
Adapting the Process for Smaller Negotiations 
Negotiating via Telephone 
Negotiating via Email 

Module Ten: Negotiating on Behalf of Someone Else 
Choosing the Negotiating Team 
Covering All the Bases 
Dealing with Tough Questions 
Case Study 

Module Eleven: Wrapping Up 
Words from the Wise