Jan

Communication, Negotiation & Influencing Skills

Who should attend

Overview
Programme Outline
Other Details

Negotiation is an integral part of everyday life for every entrepreneur and business manager. During the average working day, the chances are you will find yourself embroiled in dozens of negotiations – some small, some major, and a few crucial to the success of yourself, or your company. From simple, day-to-day negotiation to dealing with a significant supplier who wants to hike prices by 10%, you are playing a kind of poker game with one or more individuals whose interests are not necessarily the same with yours. Negotiation is part of life and if you don’t get good at it, you are more likely to sink that swim.

Program Outline

The Orange “Game”
Corporate cases (e.g. iTunes)
Introduction & types of negotiation
1. Integrative
2. Distributive
3. Power
The front end: Attitudinal and Psychological Adjustments
- Personal reasons to negotiate
- Organisational reasons to negotiate
Emotionality versus rationality
Games people play and tips (bracketing, committee, etc.)
Technique of BATNA: Dry run and then workshop
Influencing – part of negotiation checklist: Workshop on how to achieve results systematically, and methodically
Questions Techniques: Getting commitment or drawing more information?
Communication elements: Negotiation styles
- Dominate
- Compromise
- Integrate
- Window of Communication
Understanding the use of the Triple “F” as a neutralising tool in facing objections and disagreements
“Defensive” communication
Cultural approaches to negotiation
Other aspects & summary

Other Details

Benefits

Provide attitudinal and psychological basics for those involved.
Be introduced and trained on effective negotiation tools and techniques.
Understand negotiation phases.
Effectively use questioning techniques.
Be aware of the traps and manage body language and cultural differences.

Methodology

Combination of lecture, with practical/hands on approach such as role plays, case studies, simulation, presentation, commentary on other companies/industries and/or video.

Program details:

18 & 19 January 2024