Training Objectives
- To identify the exact traits in an individual and how to polish it for better
- To derive a clear projection on how negotiation at every stage works and can be implemented in reality
- To deal with an individual’s personality trait and capitalize on its strength and work on the weaknesses
- To fine tune an individual’s emotional intelligence power
- To apply exact alternatives analyzing the situation
- To deep dive into the understanding of distributive and integrative negotiation and its tactics
- To understand the significance of relevant body language, gestures, communication
- To get an idea on how to deal with unfavourable situation and how to react
- To get a perspective on what grounds an individual should bargain
- To understand the power of empathy and communication skills
- To hone skills on wrapping up negotiation in the most dignified way
Course Content
- Introduction to Negotiation, Elements of a successful negotiation and Tactics of a successful
- Maintaining individual personality differences through an assessment model – EAR
- ]Negotiation Stages – Preparation, Ground Rules, Clarification, Bargaining and Closure
- Understanding of BATNA, RESERVATION PRICE, ZOPA and WATNA
- Identifying fears and hot buttons in negotiation process
- Different Negotiation Styles – competing, accommodating, avoiding, compromising,
collaborative - Different forms of Negotiation, Distributive and Integrative
- Difference between Distributive & Integrative Negotiation
- Distributive and Integrative Negotiation Tactics
- Differences between Bargaining and Negotiation
- Importance of First Impressions in Negotiation
- Role of Communication in Negotiation
- Role of Emotions in Negotiation
- PRISM Negotiator Model
- Execution of unfavourable plans in Negotiation
- Strategies for Win-Win Negotiation
- Challenges in Negotiation
- Wrapping up Negotiation
- Summary
Target Audience
- Students and Professionals
- Corporate Managers
- Any individual who is interested in understanding the usage of negotiation skills
Training Methodologies
- Powerpoint Presentation
- Leading Corporate Case Studies/Real Life Anecdotes
- Storytelling/Situation Analysis
Duration of the course – 245 minutes
Language of Delivery – English and Hindi
1
Lesson 1.1 – Introduction
2
Lesson 1.2 – Elements of Negotiation
3
Lesson 1.3 – Elements of Negotiation
4
Lesson 1.4 – Case Study
The Case Study is attached with the Lesson.
5
Lesson 2.1 – Stages of Negotiation
6
Lesson 2.2 – Explanation of Critical Terms
7
Lesson 2.3 – Identifying fears and hot buttons
8
Lesson 3.1 – Different styles of Negotiation
9
Lesson 3.2 – Different Forms of Negotiation
10
Lesson 4.1 – Distributive Negotiation Tactics
11
Lesson 4.2 – Integrative Negotiation Tactics
12
Lesson 5.1 – Role of First impression
13
Lesson 5.2 – Role of Emotions in Negotiation
14
Lesson 6.1 – Prism Negotiator Model
15
Lesson 6.2 – Contingency Plans in Negotiation
16
Lesson 7.1 – Summary 1
17
Lesson 7.2 – Summary 2
18
Lesson 7.3 – Summary 3
19
Lesson 7.4 – Summary 4
20
Lesson 7.5 – Summary 5
21
Final Quiz
Negotiation Skills in this era occupy a major role, from professionals to students to corporates it is a dire need. Also in every situation of life, you got to make the best use of it for a healthy balance.
It analyzes the gaps in any given situation, makes you brainstorm for a legit rational solution and come to a mutual agreement keeping aside the conflicts and differences.
Benefits are:
1. Helps you build confidence
2. Ensure you’re getting a fair deal
3. Find the middle ground
4. Increase your ability to listen
5. Develop your interpersonal skills
6. Hone your strategic planning
The topic covers the entire in negotiation from how you initiate a negotiation to the way you close and wrap the process, it includes:
1. Tactics of a good negotiator
2. Negotiation Stages – Preparation, Ground Rules, Bargaining, Closing
3. Different Styles in Negotiation – Accommodating, Collaborative, Compromising, etc
4. Explanation of critical terms, BATNA, WATNA, ZOPA
5. Distributive and Integrative Negotiation and its tactics
6. Identification of hot buttons, emotions, fear to make you emotionally intelligent in the
negotiation process
7. Negotiator Model by PRISM
8. Contingency Plan in Negotiation
9. Role of First Impression, Communication in Negotiation
10. Wrapping up the Negotiation Process
The course content is divided into 7 sections which cover all the integral and advanced stages of negotiation and it is of 245 minutes.
Anybody who needs corporate exposure, professionals, sales and business people, students who need to have a profound understanding of negotiation skills, from basic to advanced level with all the significant aspects of negotiation skills is covered. With elaborate explanations, storytelling, leading corporate anecdotes, situation analysis, and real-time experiences the course is a cakewalk to understand and execute in your environment.
With every topic, there is a
1. Situation analysis (a situation given, you apply the topics to analyze)
2. Relevant case studies to enhance the learning of the subject matter
3. Also, hypothetical cases wherein you can apply the concepts
4. Finally a Quiz session will mark
you and then you are qualified for the certificate.
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