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PDNS: Negotiation Skills

Guaranteed to Run Scheduled Fully Booked
Location
Auckland
Wellington
Christchurch
Oct 2020
23
23
23
Code: PDNS
Length: 1 Day
Overview

Gain the confidence you need to resolve a point of difference, or the advantage in the outcome of a discussion, produce an agreement upon future courses of action, or bargain for individual or collective advantage.

Delivery format(s)
On-Site
On-Site
Classroom
Classroom
OBJECTIVES
This course provides you with practical negotiation techniques applicable to negotiation in many contexts and situations. The negotiation training course is run like a workshop where you are given some theory, then work in pairs or small teams to prepare for negotiations that are relevant to your needs.In this Negotiation Skills Training course, you will learn the theories of successful negotiation and get the opportunity to apply them to scenarios that reflect your specific needs. This is training tailored to you!This course is delivered in partnership with PD Training.
PREREQUISITES

None.

WHAT YOU’LL LEARN

After completing this training session, participants will be able to:

  • Explain the basic types of negotiations
  • Learn the phases of negotiations & gain the skills necessary for successfully negotiating
  • Apply basic negotiating concepts (WATNA, BATNA, WAP & ZOPA)
  • Lay the groundwork for negotiation
  • Identify what information to share & what information to keep to your self
  • Master basic bargaining techniques
  • Apply strategies for identifying mutual gain
  • Demonstrate how to reach a consensus & set the terms of agreement
  • Deal with personal attacks & other difficult issues
  • Apply the negotiating process to solve everyday problems
  • Negotiate on behalf of someone else


COURSE OUTLINE
Lesson 1 - The Who, When And How Of Negotiation
  • What we mean by negotiation
  • Negotiation Styles
  • Dominant Negotiating Strategies
  • Your Personal Style
  • Reflection
Lesson 2 - Preparing To Negotiate 
  • Know your BATNA
  • The Zone of Possible Agreement (ZOPA)
  • The Importance of Authority
  • Reflection
Lesson 3 - Becoming A Principled Negotiator 
  • Introductions
  • Separate people from the problem
  • Interests vs Positions
  • Mutual Gain – growing the pie
  • Objective criteria
  • Reflection
Lesson 4 - Bargaining and Closing 
  • Distributive and Integrative Bargaining
  • Negotiation Tactics
  • Making Concessions
  • Agreement Finalisation
  • Reflection
Lesson 5 - Challenges 
  • Power in Negotiation
  • Integrity - The Ethics Test
  • Reflection
Lesson 6 - If We Can’t Meet Can We Still Negotiate? 
  • Telephone Negotiation
  • Email Negotiation
  • Reflection
Lesson 7 - Reflections 
  • Create an Action Plan
  • Accountability = Action

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