Achieving Win-Win Negotiation
Achieving Win-Win Negotiation
Course Duration: 2 DaysCourse Objectives
After completing the training, you should be able to:
- Develop the right mindset to achieve win-win negotiation outcomes
- To increase their self-awareness on their current negotiation mindset and habit
- To understand their own personality - strengths and weaknesses in negotiation
- To recognize different personality of stakeholders and learn how to influence and persuade different personality of stakeholders
- To equip with crucial negotiation skills to achieve win-win outcomes
- To understand how to use different negotiation styles based on different situations
- To be able to analyze the negotiation situation and choose the right negotiation strategies
- To learn how to increase negotiation power and positioning
- To improve negotiation execution
Key Content
Module 1: Win-Win Negotiation Mindset
- Why internal negotiations are harder than external ones
- Negotiation challenge: to uncover your negotiation mindset and habit
- Avoiding common negotiation pitfalls
- The 6 key elements for a successful negotiation - mindset, skills, information, analyzing, strategy and emotion
- Creating an empowering mindset for success in negotiation
Module 2: Influence and Persuade Different Personality of Stakeholders
- Self-assessment: understand your DISC style and negotiation style
- Know your 'fears' and limitation in negotiation
- How to overcome your frears to increase your power in negotiation?
- Recognizing and understanding different personality of stakeholders and negotiation styles
- How to influence and persuade different personality of stakeholders in negotiation
Module 3: Crucial Skills for Effective Negotiation
- Questioning strategy - levels and types of questions to encourage stakeholders to think more deeply and critically
- Handling resistance and objections
- Managing deadlock situation in negotiation
- Managing the atmosphere and environment in negotiation
Module 4: Negotiation Preparation
- Identify underlying aims and needs
- Negotiation analysis - to determine your negotiation positioning
- Set your negotiation goal and strategy
- Developing your concession strategies and tactics
- Strategies to increase your power and positioning in negotiation
- Strategies to negotiate with different personality of stakeholders
Module 5: In the Room: Proposing & Bargaining
- Opening - begin the negotiation
- Manging the atmosphere of negotiation - establish common grounds
- Observing stakeholders' body language and using body language to help you enhance your positioning in negotiation
- How to propose your concession plan in a persuasive manner to gain stakeholders commitment
- Finalizing the agreement
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