Training Programmes : Management, Leadership and Coaching : Negotiations

Training Programmes
Advanced Negotiation Skills

Code: D14ANS
Type: MMC Workshop
Category: Negotiations
Hours: 14
Duration: 2 days, 14 hours
Location: EDITC & MMC Conference Center, 16 Imvrou Street, 1055 Nicosia
Language: English
Attendance: 6-25
 

Topics
  • Negotiating Styles
  • Dual Concern Model
  • Win-Win Guidelines
  • Action Planning


Who Should Attend

The workshop is addressed to:

  • Leaders,
  • project leaders,
  • supervisors,
  • managers,
  • directors (middle level, high level and executive level) who need to reconcile competing view points, resolve internal and/or external conflicts and solve problems in a way that maintains robust relationships and hence business performance.


Purpose

This seminar gives participants a framework for negotiating with colleagues from other departments, with suppliers, customers, staff and with other stakeholders in an organization.
The seminar aims to encourage participants to discover and practice the proven concepts and techniques of Win-Win negotiation. It helps participants become aware of their instinctive negotiating style along with its strengths and weaknesses. The overall aim of the seminar is to enhance the negotiating skills of participants by challenging them in a low risk learning environment, so that business is secured and retained at an acceptable level while supplier, internal and customer relation are secured and improved.



Objectives

At the end of the educational programme the participants will be in a position to:

  • Describe the strengths and weaknesses of their own negotiating style and identify specific areas of behaviour to be developed / changed so as to improve their performance in future internal / external negotiations.
  • Negotiate more effectively to achieve results through influence rather than authority.
  • Prepare for and structure negotiations to apply the 4 fundamental guidelines of Principled Negotiation so as to form productive long-term relationships with colleagues, customers and suppliers.
  • Explain the phases and stages involved in a negotiation and demonstrate appropriate tactics and behaviours in each.
  • Prepare and plan for a negotiation in a systematic, flexible and effective way.
  • Distinguish between ‘Concession Trading’ and ‘Concession Making’, explain the rules for Concession Trading and apply those rules effectively in future negotiations.
  • Communicate more effectively by using the Verbal, Vocal and Visual channels of communication.
  • Distinguish between tactics which are acceptable and those which are not, recognise when ‘dirty’ tactics are being used on them and take positive steps to counter their effect.
  • Apply with confidence, the techniques learned during the seminar, in future negotiations.

Moreover, the seminar  offers the following organizational rewards:

  • Individuals producing a wider range of creative options to conflicts and problems
  • Individuals valuing productive and effective relationships for achieving results
  • Improved performance and effectiveness
  • Better and sustained agreements

 



Prerequisites
No Prerequisites

Methodology

The style of this workshop is highly practical. Participants are encouraged to explore their own negotiating style and develop skills through exercises and simulations. The emphasis is on learning about negotiation through skills practice, review and feedback.
Theoretical inputs (lecture), group discussions and questionnaires are used to support and give breadth to the learning wherever possible.
The programme is based on the principles of the highly successful ‘Harvard Negotiation Project’ and the Win-Win strategy of negotiation. The underlying philosophy is that negotiation needs to be approached as a problem solving exercise where the interests of all parties must be explored and recognized.



TimeTable

DAY 1

08:30-10:30
OPENING SESSION

  • Introductions
  • Expectations and Objectives
  • An Exercise In Analytical Analysis of  Information


10:30-10:45 Coffee Break
 

10:45-12:45
AIRPORT PAYROLL NEGOTIATING EXERCISE

  • Briefing for the Exercise including…..
  • The Negotiating Range
  • Preparation for Airport Payroll


12:45 – 13:15  Lunch

13:15-15:00
AIRPORT PAYROLL NEGOTIATING EXERCISE

  • Negotiate Airport Payroll
  • Debriefing of Exercise (Syndicate Exercise)
  • Key Learning Points


15:00 – 15:15 Coffee Break

15:15-16:30

  • The Five Main Negotiating Styles
  • The Dual Concern Model

TOTI LYCHEES NEGOTIATION

  • Briefing for Exercise (in pairs)
  • Preparation for Negotiation
  • Debriefing of Exercise


DAY 2

08:30 –10:30
GROUP EXERCISE TO FOCUS ON LEARNING FOR DAY 2 ''TODAY, I WILL...''

  • Principled (win-win) Negotiation
  • The 4 guidelines

10:30-10:45 Coffee Break

10:45-12:45
A NEGOTIATING EXERCISE TO APPLY THE WIN-WIN GUIDELINES ''DEVELOPERS RANSOM''              

  • Briefing and Preparation
  • Negotiate Developer’s Ransom
  • Debrief the learning points

THE PROCESS OF NEGOTIATION

  • The phases and stages involved


12:45-13:15 Lunch

13:15-15:00
THE PROCESS CONTINUED...

  • The critical importance of preparation – a preparation checklist
  • A Video on the Process of Negotiation
  • The face to face Phase


A FINAL EXERCISE IN NEGOTIATION - ''PAINT''

  • Preparation


15:00– 15:15  COFFEE BREAK
A FINAL EXERCISE IN NEGOTIATION - ''PAINT''

  • Negotiation
  • Debriefing of exercise
  • Action Planning
  • Evaluation of Workshop
  • Closure of Workshop






 





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