WORKSHOP SESSIONS & TOPICS COVERED
DAY 1
English for Negotiations
1. Preparation
• Making an opening statement
2. Establishing rapport
• Welcoming visitors
• Small talk
• Introducing yourself and colleagues
3. Starting the negotiation
• Stating the purpose and setting the agenda
• Explaining your interests
• Stating your interests
• Prioritizing your interests
• Checking and clarifying
• Making sure of the facts
4. Proposals
• Making suggestions
• Responding: counter-proposals
• Proposing and responding to a proposal
• Signals: making concessions
• Signals: making your intention clear
5. Bargaining
• Linking offers to conditions
• Hypothetical questions
• Making and obtaining concessions
• Breakdown
6. Reaching settlement
• Checking that everything is in agreement
• Making sure that all points have been covered
• Understanding what has been agreed
• Arranging future action
• Ending the negotiation
7. Questions and answers
• Closed questions
• Avoiding questions that are too direct
• Probing questions
• Showing a positive approach to the negotiation
• Answers
• Reacting to a negative or aggressive question
• Giving a vague answer
• Questions and answers
8. Signaling your behavior
9. Avoiding irritating comments
10. Diplomatic language
• Positive language
• Blunt language versus diplomatic language
• Asking for clarification
• Avoiding making accusations
• Showing interest in what the other party thinks
• Talking about feelings
11. Handling problems
• Avoiding conflict: dealing with lack of trust
• Avoiding conflict: dealing with misunderstanding
• Avoiding conflict: dealing with different objectives
• Avoiding conflict: dealing with competition
• Dealing with breakdown
DAY 2
Business negotiation training
1.Principles of conflict management
• Conflict dynamics
• Managing conflict effectively
• Conflict management styles test - learn how you and other people approach and manage conflicts
2: Negotiation Dynamics
• Negotiation process architecture
• Negotiation phases
• BATNA, WATNA, ZOPA, MLATNA
• Power dynamics in negotiations
• Preparation and planning tools – practical tools that will help you prepare for every negotiation
3: Negotiation Simulation
• Presentation of negotiation scenario, providing background information, providing confidential instructions
• Negotiation and renegotiation sessions
• Debriefing session - analysis of results and lessons learned
4: Effective Communication and persuasion
• Key characteristics of professional negotiators
• Improving your persuasion and communication skills
• Persuasion tools and models
• Bulletproof argumentation
• Deception and manipulation in negotiation
5: Negotiation techniques
• Implementing and dealing with negotiation techniques
• Handling objections
6: Negotiation tactics and strategies
• Distributive bargaining with negotiation techniques
• Handling objections
7: Negotiation Simulation
• Presentation of negotiation scenario, providing background information, providing confidential instructions
• Negotiation and renegotiation sessions
• Debriefing session - analysis of results and lessons learned
Key Takeaways (What Attendees Will Learn From This Workshop):
• Be able to effectively prepare and plan for negotiations.
• Learn key characteristics that make a good negotiator
• Approach negotiations in a strategic way
• Understand your own conflict resolution style as well as the styles of the other side
• Understand critical stages of negotiation
• Learn persuasion skills and meeting the interests of all parties
and also:
• Understand a framework for collaborative negotiations
• BATNA
• Learn how to manage a multi-party negotiation, conflict, and collaboration
• Learn how to uses coalitions and power
• Improve creativity in problem-solving
• Learn communication and listening skills for effective negotiations
• Learn powerful negotiating tips and techniques