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com



NEGOTIATIONS SKILLS AND PROCESS
Course Introduction

There is an art to business success The Art of Negotiation.

It is the art of making a deal a matter of persuasion rather than a crude power play. It is the art of making the other person
your friend, rather than your enemy - no matter how tough a bargain you strike. Negotiation is the art of choosing the right
strategy for each situation; painting the right business picture; projecting the right personal image; doing the right research;
offering the right inducement; applying the right pressure at the right time; asking the right questions; demanding the right
extras.
True artists at negotiation are not born they can be made this seminar jump starts a participant firmly on the road to
mastery. In todays business climate, the importance of successful negotiation cannot be overstated. Mistakes made during
negotiations today are far more serious than they were just a few years ago. The margin for error is gone.

Organisation negotiates every-day; equipping your team with practical negotiation skills gives them the edge as well as helps
them build longer term results. Otherwise you will be losing out every-day.

The art of negotiating isn't just reserved for the boardroom, suits and million dollar deals. This Negotiation Skills and Process
Training course teaches practical and effective techniques for WIN - WIN solutions to every day negotiations like between
managers and staff, inter-departmental situations, between a buyer and seller, or deciding where to eat with a group of friends

Although people often think of boardrooms, suits and million dollar deals when they hear the word "negotiation", the truth is
that we negotiate all the time.
Whilst the skills learnt in this course are directly applicable to those 'boardroom scenes' participants in this negotiation course
will learn to negotiate more effectively in common scenarios such as:
with contractors on both work performance and rates
as a buyer and seller of a good or service in a commercial setting
renegotiate work conditions/salary
negotiate with co-workers and managers in common workplace scenarios

This Negotiation Skills Training program will give participants an understanding of the phases of negotiation, tools to use
during a negotiation and ways to build win-win solutions for all
those involved

Overview and Objectives
In this tough seminar, participants learn and work with some of
the most effective techniques used by todays outstanding
negotiators. It helps participants to:

Recognize their strengths and weaknesses and know where
they stand as a negotiator.
Understand the Four Phases process of Negotiation
Plan to win. Develop an effective plan and strategy for any
negotiation the how and what to prepare for a good battling
average at the encounter
Choose the right time and the right tactic using their
strengths where and when it counts at the bargaining table
Play for a win-win situation, If you want to gather honey,
dont kick over the beehive ~ Dale Carnegie
Develop an on-going improvement plan for future negotiations

Email: info@[Link] or training-director@[Link] Website: [Link]
Upon completing this course, students will:

Understand the basic types of negotiations
Learn the phases of negotiations & gain the skills necessary for successfully negotiating
Understand & apply basic negotiating concepts (WATNA, BATNA, WAP & ZOPA)
Learn how to 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
Understand how to reach a consensus & set the terms of agreement
Learn to deal with personal attacks & other difficult issues
Use the negotiating process to solve everyday problems
Learn to negotiate on behalf of someone else

Who should attend?

This programme has been designed for managers in general management, finance, purchasing, marketing, sales, personnel and
industrial relations and all those who want to develop their skills for more effective negotiation both within and outside the
organisation.

MODULE 1: THE ART OF NEGOTIATION
Negotiation as a Basic Life Skill
Self-Assessment of Negotiation Practices
An overview of the Negotiation Process: The Four Phases
Understanding Negotiation
Types of negotiation
Skills for successful negotiation

MODULE 2: PLANNING FOR NEGOTIATIONS
Getting the Facts
Setting Negotiating Objectives
Team Exercises
Defining the Settlement Range

Establishing your WATNA and BATNA
Identifying your WAP
Identifying your ZOPA

MODULE 3: AT THE BARGAINING TABLE
Firing the Opening Gun
Returning the Serve
Listening Skills and Body Language
Extracting and Granting Concessions
Testing and Maintaining Credibility
Analysis of Role-Play Results
Setting the time and place
Establishing common ground


Creating a negotiation framework
Recognizing hidden agendas
Making the most of start and stop signals
Knowing when to Agree, Bargain,
Control or Delay (ABCD)
Sustaining positive momentum
. MODULE 4: USING POWER AND APPLYING PRESSURE
Sources of Power and Leverage
Using Power Tactics
Resisting Intimidation and Pressure
Fighting Dirty Tactics
Exchanging Information
Getting off on the right foot
What to share
What to keep to yourself
.
MODULE 5: REACHING AGREEMENT
Co-operative Modes of Negotiation
Analysis of Role-Play Results
Breaking an Impasse
Coping with Deadlock
Fallback Solutions


Bargaining
What to expect
Techniques to try
How to break an impasse
Email: info@[Link] or training-director@[Link] Website: [Link]
ODULE 6: THE WINNING NEGOTIATOR
Special Situations : Team, Telephone and Foreign
Negotiations
Assessing Your Negotiation Situation
Developing a Negotiation Improvement Plan
Standards for principled negotiation
Base lining negotiation standards

Three ways to see your options
About mutual gain
Creating a mutual gain solution
Building a wise agreement
Efficient and ethical negotiation
approaches


MODULE 7: DEFINING THE NEGOTIATION ENVIRONMENT & THE PSYCHOLOGY OF SUCCESSFUL NEGOTIATION

The impact of culture on effective negotiation
The range of negotiation styles and practices
Managing an effective negotiation
environment
Defining the wise agreement
Applying motivation best practices
Assessing the communication profile of
negotiating parties

The impact of beliefs and values
Creating and adjusting plans based on SWOT
analysis
Identifying Emotional Intelligence (E.I.)
Analysing communication strengths and challenges
MODULE 8: CLOSING

Reaching a consensus
Building an agreement
Setting the terms of the agreement
Deciding when it's time to walk away
Dealing with Difficult Issues
Being prepared for environmental tactics
Dealing with personal attacks
Controlling your emotions



COURSE VENUE SWAZILAND (Mbabane)
DATE: October 2014 or any date convenient to you we are flexible
Course Fees USD #450 (Three thousand four hundred and fifty US Dollars Only) which accounts for:

Training Materials( Soft Copies) and notes Hand-outs

Educational Trips and Excursions

Tea Breaks/ refreshments

Take Home Laptop/ Samsung Galaxy Tab 3 and 4 Gig Flash Drive& Carry Bag

Course tuition

Personal action planning and Certification

Follow-up support (on request)