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Negotiating for Success

Negotiation is something we engage in everyday, whether consciously or otherwise. Defined simply, it is a form of communication to help settle arguments or issues to satisfactory benefits. Yet negotiation is often one of the most neglected life skills that people tend to forget. Today’s corporate environment demands us to use negotiation with tact and diplomacy. Whether negotiation is used to close a sales pitch, resolve conflict, achieve persuasion, or simply to improve damaged relationships, it is a skill that will empower your working life positively.

This course is designed for professionals who want to learn how better they can use negotiation to improve the quality of their work. It will help participants understand the importance of negotiation in their work. It will also harness specific negotiation techniques and apply them effectively in different situations. Participants will also benefit from experiential active learning and understand the characteristics of well-executed negotiations in specific work

Objective

At the end of this programme, participants will learn to following:

• Identify your personal negotiation style.
• Understand common mistakes made when negotiating.
• Learn how to deal with different types of negotiations.
• Recognize and exploit negotiating opportunities.
• Use negotiation tactics and strategies.
• Use negotiation as a conflict management tool.

Outline

Getting What You Want

• The fundamentals of negotiation
• Overcoming personal negotiation roadblocks
• Negotiation Stance Inventory
• Distributive and Integrative negotiation
• Why negotiate?
• Issues vs. objectives
• Positional and interest-based negotiation
• The four sins of negotiation
• Fixed-pie perceptions
• Preparing to negotiate
• Understanding needs and perspectives

The Negotiating Environment

• Predict typical negotiating opportunities
• Sharing and expanding the negotiation pie
• Understanding risk propensity
• Assessing the other party
• Understand negotiation styles

Negotiation Scenarios

• Positional negotiation versus interests negotiation
• Exploring options
• The mixed-motive model
• Knowing your BATNA
• Dealing with aggressive opponents

Negotiation Strategies

• Slicing the pie- Distributive negotiation
• Expanding the pie- Integrative negotiation for a win-win
• Strategies for a win-win outcome
• Understanding cross-cultural differences when negotiating
• Using non-verbal communication strategies

Who should attend

This course is designed for executives, managers, professionals, sales people, real estate agents, customer service representatives, teachers and executive assistants who want to achieve greater job efficiency without compromising on their existing positions.

Profile of Caroline Josephine Dawson

Caroline Josephine Dawson has more than 20 years of invaluable experience as an Editor of lifestyle and technical publications and 17 years teaching business management, environmental and soft-skills communication.

As a former journalist, Caroline’s professional work experience as a Corporate Trainer/Facilitator, Keynote Speaker and Learning & Development Consultant; has required her to market the value of her programs and persuade clients to value and understand the urgency of good communication and management skills in the work force. As an ACTA certified WSQ trainer, She has also worked with the Workforce Development Agency of Singapore to develop training content for the Employability Skills System where she successfully attained industry approved competencies in conducting, planning and designing competency based assessments for communication workshops.

Her many opportunities in working with the public and private sectors around the world has enhanced her training experience. Participants of her training workshops attest to her motivational, instructional and highly experiential training methodology that have helped them in their workplace business management. Caroline has trained operational, supervisory and managerial staff from various organisations.

She holds a Master of Arts in Mass Communication from NTU (Singapore) and has attained the Diploma in Teaching English to Speakers of Other Languages (TESOL) certification through the London Teacher Training College and also teaches English as a foreign language. Caroline is also an MBTI®, DISC Accredited Administrator, Enneagram and Lumina Spark/Emotion practitioner and she has administered the tools to top level managers and supervisors on managing their leadership styles and team members. Caroline is now pursuing her Doctorate in Business Administration from the University of Teesside (UK).