Training and Motivational Experts

Negotiation Skills

The purpose of the negotiation skills training course is to enable learners who are part of a bargaining council to successfully part take in negotiations on relevant aspects to improve their working conditions and payment. The training will also add value to delegates in their personal lives as all people negotiate every day, although not being aware there of.


Who should attend?

  • Middle management level employees
  • Supervisors
  • Team leaders
  • Employees who have been earmarked for succession into management

Training Outline

Course Outcomes

Understanding Negotiation

  • What Is Negotiation?
  • When is Negotiation Needed?
  • Learning Activity 1 – Group Work
  • Formative Assessment 1
  • Competitive Negotiation
  • Effective Negotiation
  • Negotiation in Conflict Management
  • Leverage
  • Formative Assessment 2
  • Steps in Negotiation

Rules for Effective Negotiation

  • Attitude
  • Compromise
  • Lines of Communication
  • Be cooperative
  • Listen and Ask Questions

Styles of Negotiating

  • Style is Critical
  • Negotiating successfully
  • Types of Outcomes - Bottom Line / Favoured Outcome / Settlement Point
  • Formative Assessment 3
  • Formative Assessment 4
  • Steps in Negotiation – Preparation
  • Preparing for Negotiation
  • Anticipating Possible Directions of a Negotiation
  • Planning
  • Making Concessions

Steps in Negotiation

  • Pare down large groups
  • Understand when and how to mediate
  • Have a Theme
  • Evaluation
  • Debate and Bargain
  • Closure
  • Choosing a Method of Closure
  • Learning Activity 2 – Group Work
  • Formative Assessment 5

Important Lessons in Negotiation

  • Concessions
  • Recognise Different Perceptions
  • Avoid Corners
  • Use Creativity and Imagination
  • Appreciate the Power of Silence
  • Make Trade-Offs
  • Help the Other Side to Agree
  • Take Notes
  • Value Deadlines
  • Anticipate No Agreement
  • Learning Activity 3 – Group Work
  • Section 3 – Negotiation Strategies
  • Identifying Competitive Negotiation Tactics
  • Distinguishing between Wants & Needs

Major Negotiating Tactics / Skills:

  • Delay
  • Silence and bracketing
  • Limited authority
  • The bottom line
  • “No”
  • Nibbling
  • Expectation and control
  • Auction
  • Concessions
  • Rationale
  • Message sending
  • Deadlines
  • Countering Typical Tactics
  • Formative Assessment
  • Negotiating process & common reasons negotiations fail
  • Hard vs Soft Negotiators
  • The “Integrative Solution”
  • The Five Steps

 

Additional Info

  • Course Duration: 2 Days
  • Includes: Comprehensive manual | Framed certificate of attendance | Notepad | Pen
  • In-house Training: Contact Us
  • Public Courses: Not Available
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Prefer to talk to someone?

If you have questions about our training programmes, or simply need more information, call us on:
010 110 0226/7 (Gauteng) or
062 693 6681  / 061 695 2316 (Western Cape)