Art of negotiation

This course offers a comprehensive blend of theoretical knowledge and practical exercises focused on:

Understanding negotiation fundamentals: Exploring the necessity of negotiation, various types of negotiations, and the characteristics of confident negotiators. Participants will learn how to handle conflicts and the critical steps involved in the negotiation process, as well as differentiate between negotiation and persuasion.

Developing effective negotiation strategies: Identifying desired outcomes and performing outcome analysis. Participants will discover the best negotiation strategies, the principles of principled negotiation, and tactics for maintaining momentum during discussions.

Mastering negotiation techniques: Learning an 8-step negotiation preparation guide, discussing negotiation variables, and systematically setting buying or selling limits. Participants will gain insights into managing settlement ranges, concessions, and strategies for overcoming deadlocks.

Managing emotions in negotiations: Understanding how to handle emotional aspects of negotiations, bargain effectively, and leverage body language. Participants will explore ways to express disagreement while maintaining positive relationships.

Handling psychological tactics: Recognizing and responding to common psychological tactics used in negotiations. Participants will learn how to handle angry negotiators, shock tactics, and various pressure techniques while maintaining control of the negotiation process.

Upon completing the course, participants will be able to:

Conduct effective negotiations:

Identify negotiation types and understand their unique dynamics.

Develop strategies to achieve favorable outcomes.

Apply negotiation strategies:

Utilize outcome analysis to inform negotiation tactics.

Implement principled negotiation strategies to gain leverage.

Prepare thoroughly for negotiations:

Follow an 8-step preparation guide to ensure readiness.

Systematically manage negotiation variables and limits.

Navigate emotional dynamics:

Handle emotional situations with confidence and tact.

Use body language effectively to influence negotiations.

Counter psychological tactics:

Recognize and counteract psychological tactics used by opponents.

Maintain composure and control in high-pressure negotiation scenarios.

• Understand the underlying principles of negotiation and learn what you can do to get the best outcome
• Use a negotiation strategy that moves you closer to a win/win outcome
• Prepare for negotiation by following a step-by-step approach and setting your critical limits
• Use a set of psychological tactics to explore the other side’s motives and learn how to respond to tactics used by them
• Derive specific values based on your negotiation variables and use them to bargain systematically over your settlement range
• Finalize the outcome of your negotiation to get exactly what you have asked for

Introduction to Negotiation

• Why do you need to negotiate?
• What types of negotiations exist?
• What are the characteristics of a confident negotiator?
• How to handle conflicts in negotiations
• What steps do you need to go through when negotiating?
• What is the difference between negotiation and persuasion?

Negotiation Strategy

• What outcome should you aim for?
• How to perform Outcome Analysis
• What is the best negotiation strategy?
• Should you bargain over positions explicitly?
• What is principled negotiation?
• What strategies can you use to take the upper hand in negotiations?
• What can you do to move the negotiation forward when you think it is getting stuck?

How to Negotiate

• What is the 8-Step negotiation preparation guide?
• How to discuss negotiation variables
• How to set your selling or buying limits systematically
• How to manage your Settlement Range
• How to manage concessions when you give them or receive them
• How to break deadlocks
• How to settle a negotiation to get what you asked for
• How to close a negotiation

Emotions in Negotiations

• How to handle negotiations emotionally
• How to bargain effectively
• How to take advantage of human emotional reaction and use that to your benefit
• How to take advantage of body language
• How to express your disagreement while maintaining the relationship

Handling Psychological Tactics in Negotiations

• What are psychological tactics used in negotiations, and how do we respond to them
• How to handle an angry negotiator
• How to respond to shock tactics
• How to big up your side of the negotiation and bring down theirs
• How to handle their lack of authority to proceed
• How do you respond when you are given only one choice
• How to handle a demanding negotiator