Description

The Art of Negotiation: In-House Training

Confidence, rapport, curiosity, and patience are essential ingredients to successfully handling a difficult conversation and negotiation. In this course, you will learn to identify and manage aspects of a negotiation, distinguish needs from wants, and manage expectations.

The course will cover communication best practices, strategies for handling difficult conversations, and the basics of the art of negotiation.

What you Will Learn

Master the different ways to say 'no'

Determine negotiation strategies based on typical client strategies

Develop solutions to break deadlocks

Getting Started

Introductions

Course structure

Course goals and objectives

Establishing personal learning objectives

Foundation Concepts

Exercise: Most Challenging Scenarios and Outcomes

Debrief: Impact versus intent

Addressing customer expectations

Needs versus wants

Key skills for managing customer relationships

Elicitation (requirements gathering)

Communication and active listening

Sensitivity and empathy

Handling Difficult Conversations

Saying 'no'

The Ladder of Inference

4-Step approach for handling difficult conversations

Characteristics of a trusted advisor

Communication Best Practices

Attunement and active listening

Exercise: Identifying Effective Techniques

Communication pitfalls and best practices

Building rapport and influence

Words of wisdom

Exercise: Reflection on Challenges

Negotiation Strategies

Negotiation basics

Five phases of negotiation

Identifying different strategies

Traditional versus Progressive

Hard - Soft - Principled

Exercise: Your Preferred Techniques

Selecting appropriate strategy for project negotiations

Common pitfalls to avoid

The impact of culture on negotiation

Looking at conflict through the lens of negotiation

Exercise: Mapping a Resolution

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The Art of Negotiation: In-House Training

By IIL Europe Ltd

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