Negotiation Skills

• Duration: 2 days

Program Overview:

This program is specifically designed to equip participants with advanced negotiation skills that are critical for successfully navigating complex business negotiations. Whether negotiating with clients, partners, suppliers, or internal teams, participants will gain a deep understanding of how to strategically approach negotiations to achieve favorable results. The course delves into the essential elements of stakeholder mapping, teaching participants how to identify and prioritize key decision-makers and influencers, while understanding their interests, motivations, and potential objections. Participants will also explore influence and persuasion techniques that enable them to effectively communicate their position, build rapport, and establish trust with stakeholders, ultimately guiding the negotiation toward mutually beneficial outcomes. In addition, the program covers proven negotiation frameworks, such as the BATNA (Best Alternative to a Negotiated Agreement) and ZOPA (Zone of Possible Agreement), that provide practical strategies for managing concessions, resolving conflicts, and reaching agreements that satisfy both parties’ objectives. By the end of the program, participants will be equipped with the skills to navigate high-stakes negotiations with confidence and skill, ensuring successful deals that contribute to long-term business success.

Module 1: Introduction to Negotiations

• What is Negotiation?
  • Understanding the Nature of Negotiations
  • Key Differences Between Negotiation, Persuasion, and Conflict Resolution
  • The Role of Negotiation in Business and Stakeholder Relationships

• The Negotiation Mindset:
  • Preparing for Negotiation: Mindset and Mental Preparation
  • Identifying Personal and Organizational Objectives
  • Establishing Long-Term Relationships Through Negotiation

• Types of Negotiations:
  • Integrative vs. Distributive Negotiations
  • Negotiations in Collaborative and Competitive Environments
  • Multi-Party and Cross-Cultural Negotiations

Module 2: Stakeholder Value Mapping

• Understanding Stakeholder Interests:
  • Identifying Key Stakeholders and Their Objectives
  • Mapping Stakeholder Needs, Expectations, and Concerns
  • Understanding the Importance of Mutual Benefit in Negotiations

• Value Mapping Techniques:
  • Tools for Mapping and Analyzing Stakeholder Value (e.g., Stakeholder Matrix, Power-Interest Grid)
  • Assessing Stakeholder Influence and Priority
  • Identifying Win-Win Scenarios

• Aligning Negotiation Strategies with Stakeholder Priorities:
  • Tailoring Negotiation Approaches Based on Stakeholder Profiles
  • Addressing Conflicting Interests in Stakeholder Relationships
  • Managing Stakeholder Expectations Through Negotiation

Module 3: Essential Communication Techniques for Negotiations

• Building Rapport and Trust:
  • The Role of Trust in Negotiation Success
  • Techniques for Establishing and Maintaining Rapport with Stakeholders
  • Verbal and Non-Verbal Communication Skills for Negotiators

• Active Listening and Responding Appropriately:
  • Listening for Interests vs. Positions
  • Using Reflective Listening to Build Understanding and Empathy
  • Asking the Right Questions to Uncover Stakeholder Needs

• Persuasion and Influence Techniques:
  • Understanding the Psychology of Persuasion
  • Using the Principles of Influence (Cialdini’s Principles of Influence)
  • Communicating Persuasively: Framing, Anchoring, and Framing Effect

• Managing Emotional Dynamics in Negotiation:
  • Recognizing Emotional Triggers and Maintaining Composure
  • Emotional Intelligence in High-Stakes Negotiations
  • Techniques for De-escalating Tension and Conflict During Negotiations

Module 4: The Process of Influence and Persuasion

• Understanding the Process of Influence:
  • The Art of Influence in Negotiation: From Persuasion to Agreement
  • Building Credibility and Authority as a Negotiator
  • Creating a Persuasive Argument and Supporting Evidence

• Using Persuasion Techniques:
  • Framing Offers for Greater Acceptance
  • Utilizing Reciprocity and Commitment to Strengthen Negotiation Outcomes
  • Navigating Objections and Turning Resistance into Opportunities

• Negotiation Power and Leverage:
  • Recognizing Sources of Power in Negotiation (e.g., Information, Relationships, Alternatives)
  • Leveraging Your Position for Greater Influence
  • Establishing Legitimacy and Fairness in Negotiations

Module 5: Fundamentals of Negotiation Frameworks

• BATNA (Best Alternative to a Negotiated Agreement):
  • What is BATNA and Why is it Crucial?
  • How to Determine Your BATNA Before Negotiations
  • Using BATNA as a Source of Leverage in Negotiations

• Distributive Bargaining:
  • Understanding the Zero-Sum Game: Competitive vs. Collaborative Bargaining
  • Identifying When to Use Distributive Bargaining Techniques
  • Strategies for Maximizing Outcomes in a Win-Lose Scenario

• Conflict Resolution in Negotiations:
  • Identifying Sources of Conflict and Tension in Negotiations
  • Techniques for Addressing and Resolving Conflicts While Maintaining Relationships
  • Mediating and Facilitating Negotiations to Resolve Disputes

• Integrative Negotiation:
  • Creating Value and Expanding the Pie: Moving from Distributive to Integrative Bargaining
  • The Role of Collaboration and Creativity in Problem-Solving
  • Identifying Solutions that Benefit All Parties

Program Delivery:

• Mode of Delivery:
  • Workshops, Case Studies, Role-Playing, and Group Discussions
  • Real-life Scenario Simulations for Negotiation Practice
  • Individual and Group Negotiation Challenges with Feedback

• Target Audience:
  • Senior Leaders, Managers, and Teams involved in high-stakes business negotiations
  • Professionals who regularly engage with stakeholders and need advanced negotiation strategies

Outcomes:

• Gain the skills to conduct successful negotiations with key stakeholders.
• Master advanced communication techniques, influence strategies, and emotional intelligence for negotiations.
• Understand and apply key negotiation frameworks like BATNA, distributive bargaining, and conflict resolution.
• Increase the ability to create value for both parties while achieving organizational goals.