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> Workshops  >  For Individuals  >  Negotiating for a Positive Outcome

Negotiating for a Positive Outcome

 

WORKSHOP OBJECTIVES

To facilitate the members to :

  • Define the process of negotiation.

  • Identify the process by, which other person’s need, concerns, & goals are established.

  • Identify the negotiation matrix – Cost of the concession Vs the perceived value of the concession.

  • The process of constructing assertive statements.

  • The process of relationship building.

  • Practice structured negotiation process.

CONTENTS

Topics included are :

  • The process of negotiation – When, where, why, what & how?

  • The objectives of Negotiation.

  • Typical tactics adopted by negotiator’s.

  • Establishing & mastering the required skills.

  • Structuring the Negotiation Process – ‘The PROBE’ model.

  • Establishing the Negotiation Matrix – Cost & Value Matrix.

  • Assertiveness & bargaining.

  • Video Assisted Role Plays & feedback.

  • Facilitation of development of Personal Action Plan per participant.

DURATION

2 Days

TERMINAL OBJECTIVES

By the end of the course the participants will be able to :

  • Negotiate effectively by planning.

  • Empathize & establish the other person’s need, concerns, & goals.

  • Build value around the concession being offered to the other person.

  • Focus on relationship building.

  • Assert themselves.

  • Negotiate for a positive outcome.

EVENT CONDUCTION METHODOLOGY

Experiential learning workshop using :

  • Work related simulations.

  • Management games.

  • Case study.

  • Video films.

  • Group discussions.

  • Presentations.

  • Self assessment tools.

  • Facilitator led Lectures & discussions.

CUSTOMIZATION

The learning event contents will be customized as per the learning application requirement of the customer organization. Consequently the duration of the program is likely to undergo some change.

 

 
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