Negotiation Skills: Achieving Successful Outcomes

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Detailed Overview/Outline

You will learn how to

• Conduct principled negotiations that result in wise agreements
• Incorporate a process approach into your negotiation skill set
• Formulate principled communication strategies and styles to deflect "hardball" tactics
• Apply psychology principles to negotiate effectively
• Enhance your negotiation skills by applying best practices in a real-world setting

Course benefits
From individual, project and program environments to complex organizational issues, sophisticated negotiating skills are crucial to achieving desired outcomes and building strong relationships.

In this course, you gain experience through media-rich activities, practice sessions and in-depth, real-world simulations that provide a dynamic learning environment.

Who should attend
This course is valuable for those in project and program environments requiring high-performance negotiating skills.

Through interactive simulations, video scenarios and a series of immersive activities, you acquire a robust skill set of negotiation strategies and gain experience in:

• Practicing real-world negotiation scenarios
• Role playing "hardball" techniques to develop principled responses
• Performing positional analysis with SWOT and Johari Window
• Identifying hidden agendas and taking action
• Timing the start and close of negotiations
• Effectively handling moves and turns
• Applying E.I. and M.I. knowledge for powerful outcomes
• Transferring lessons learned to a simulated real-world negotiation

Course content
DEFINING THE NEGOTIATION ENVIRONMENT

• The impact of organizational culture
• The range of negotiation styles and practices
• Assessing negotiation feelings and attitudes
• Differentiating win/win from win/lose

POWERING UP PRINCIPLED NEGOTIATION

• What is principled negotiation?
• Elements of principled negotiation
• The 5-step negotiation process model
• Payoffs of principled negotiation
• Standards for principled negotiation
• Baselining negotiation standards
• Building a wise agreement
• Efficient and ethical negotiation approaches

PLANNING WISE NEGOTIATION OUTCOMES

• The components of a negotiation plan
• Structuring positional analysis with the Johari Window
• Clarifying potential outcomes
• Leveraging the power of BATNA
• Tailoring your situational approach
• Forming a negotiation preparation plan
• Successful negotiation planning
• Balancing plan components
• Crafting a negotiation plan
• Testing plan feasibility
• Future proofing your plan
• Setting the stage for successful negotiation
• Logistics for successful outcomes
• Anticipating logistical power plays
• Building psychological readiness
• Physical fitness for negotiation success

TIMELY STARTING AND CLOSING ACTIONS

• Conducting a principled negotiation
• Recognizing hidden agendas
• Making the most of start and stop signals
• Knowing when to Agree, Bargain, Control or Delay (ABCD)
• Gaining collaboration and support
• Sustaining positive momentum
• Informal and formal negotiations
• Distinguishing watercooler vs. boardroom strategies
• Choosing when and when not to formalize
• Gauging the best way to close the deal

GOING HEAD-TO-HEAD WITH "HARDBALL" NEGOTIATORS

• Common "hardball" styles
• Intimidation, games and tactics
• Moves of classic manipulators
• Challenging conventional wisdom on "hardball" effectiveness
• Principled responses to "hardball" tactics
• Negotiation tactics for effective outcomes
• Revealing unprincipled moves and motivations
• Countering the win/lose mindset
• Managing emotional pressures

THE PSYCHOLOGY OF SUCCESSFUL NEGOTIATION

• 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.)
• Multiple Intelligence (M.I.) and communication filters
• Analyzing communication strengths and challenges
• Listening actively for effective negotiation
• Developing rapport
• Drafting an iterative negotiating plan
• Mapping E.I. and M.I. to improve communication
• Recognizing and valuing diversity in others

APPLYING YOUR SKILLS IN AN AUTHENTIC ENVIRONMENT

• Developing agile strategies
• Moving from one-to-one to inter-team negotiations
• Deploying an iterative process
• Conducting resource matrix problem solving
• Best practices of principled negotiation
• Arriving at wise agreements
• Creating efficacy in the negotiation process
• Delivering ongoing value through positive relationships and reduced stress

Sponsor Background:
About Learning Tree

Learning Tree International is a world leader in Hands-on training for Management and Technology Professionals. Since 1974, over 1,700,000 course participants from over 13,000 organizations around the world have enhanced their skills through intensive hands-on exercises under the guidance of expert instructors with real-world experience.

Virtually every major company and government agency has relied on Learning Tree to provide its managers and employees with the skills they need to succeed in their job functions.

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Learning Tree instructors are active practitioners who average more than 20 years experience in their field. Because they use the very technologies and skills they teach, they've already solved the same problems you are likely to encounter, so you and your organization gain the knowledge from their years of hands-on expertise. In addition to their extensive real-world experience, our instructors only qualify to teach Learning Tree Courses after completing our rigorous industryleading screening and training program.

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