Strategic Negotiations

Objectives

Whether it is national wealth, utilities, products or services, successful negotiators strategise and obtain all or most of their desired outcomes, making objective decisions with little information in limited time-frames, developing alternative strategies, manoeuvring, advocating, influencing and impressing, winning with style and grace when strong, or adding value and leveraging to win quietly when weak:
i. Manage your actions and stages of dealing to achieve bottom lines and beyond.
ii. Apply persuasion and interpersonal skills in making deals.
iii. Engage and guide your negotiating partner to a win-win position achieving long term goals. iv. Gracefully mitigate and exit from difficult situations.
v. Apply verbal and non-verbal deal making strategies and techniques

 

Who Should Attend

For almost 10 years this consistently successful programme has been presented to Senior Managers and functional executives of Fortune 500s, GLCs, and public and private organisations in government, services and manufacturing.

 

Course Description

Learn 19 tools and techniques in 4 skill workshops, a 36-question quiz, a self-assessment analysis, a case review, a competitive auctioneering, a conflict management role-play, 3 situational negotiation simulations, 1 non-situational negotiation simulation, 2 detailed negotiation casestudies and simulations, with revealing challenges and critiques in a programme continuously adapting to best practices.

 

Duration

2 Days

 

Course Outline

MODULE LESSONS
Introduction

The Auction House – “Getting Out Clean”

Psychometric Analysis “How Good A Negotiator Are You”

Feedback & Analysis; Where do you stand

The Process of Negotiations

Defining Strategic Negotiations & Deal Making

Understanding the Fundamentals of Strategic Negotiation

Understanding the Four-Stage Process of Strategic Negotiation

Communicating Complex Facts and Technical Ideas

The Elements of Persuasion & Advocacy

Persuasive Language Patterns – getting what you want by asking

Logical and Sensible Sequencing to Persuade

How Persuasion Works – The Essential Steps for Effective Persuasion

Application Workshop & Role Play – Demonstrating the Power of Persuasion

Preparing to Deal – Advocate, Influence, Impress

Analysing the Factors Involved

Planning to Deal Thoroughly

Reframing Ideas and Concepts to Engage and Motivate

Preparing a Strong BATNA to Increase Power

Techniques for Impact and Influence

Behaviours and Styles in Strategic Deal Making

Assessing Yours and Your Partner’s Styles and Strategies

Mental Map of Your Negotiating Partner Build

Relationships to Sustain Long Term Goals and Strategies

Subtle Connection to Influence Anchor to Preferred Mental State

Developing the Stamina to Persevere

Overcome Deadlocks and Mitigate

Talking Your Way Out of Difficult Situations

Applying a Six-Step Process to Negotiating Conflict

Influencing Through the Other Person’s Strategy

Achieving Openness

Strategies and Tactics

Recognizing Tactics Applied by Counterparts

Knowing How to Counter Dirty Tricks

Applying Convincing Strategies Win – Win: Positional vs Principled Negotiations

Understanding the Four Step Process Toward Win-Win

Maintaining Composure

Keeping Emotion at Bay

Preventing Provocation in Either Direction

Sustain Influence and Avoid Resistance – Leverage Your Strengths and Value Skills Being in Control of Every Word

Negotiating Outside the Box

Breaking Away From Tradition – Where Eagles Dare

Using Your Guts As Well As Your Head

Risks and Caution

Introduction To International Negotiations

Conclusion Preparing for the Negotiators Career