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.
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.
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.
Negotiate for a positive outcome.
EVENT CONDUCTION METHODOLOGY
Experiential learning workshop using :
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.