Details

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Getting To Yes! The Art Of Negotiation & Influencing Skills

Course Duration: 2 Days

Introduction

This skills is a highly practical and interactive course, designed to develop and enhance your skills so that you can influence and negotiate upwards or sideways within your organization, or with external clients and supplier. Becoming more aware of the impact you have on others as well as understanding what drives your counterpart's opinion and position is vital in order to become proficient in influencing and negotiating.

Course Objectives

Upon completion of this program, the participants will be able to:

• A more positive and confident approach to influecing and negotiating
• Understand your perceptions on negotiation and influence
• Be aware of your body language and the signal it is sending out
• Prepare to influence before the meeting itself
• An awareness of different negotiating styles and how to respond to them
• More personal impact when communiating throughout and outside your organization
• Greater awareness of your current influencing style and techniques for more effective ways of influencing

Key Content

Module 1: The Psychology of Perceptions

• Understand how we perceive negotiation and influence
• Manage our perceptions
• Build confidence in your style

Module 2: Influencing Positively

• Influencing styles and preference
• Influencing self assessment
• Introduction of the 6 persuasive skills

Module 3: Pre-suasion

• Connect with anyone within 30 seconds
• The power of first impression
• Pre-suasion techniques
• Positive and family language

Module 4: Principled Negotiation

• Hard vs soft vs principled negotiation
• Negotiation styles
• BATNA

Module 5: Negotiation Process

• Pre-negotiation strategies
• During negotiation strategies
• Post-negotiation strategies

Module 6: Coming to an Agreement

• BATNA exercise
• Active listening
• The 3 level of listening

Module 7: The Secret to a Become a Great Negotiator

• Emotional Intelligence
• Emotional Management
• Group activity on emotional negotiation

Module 8: Influencing and Negotiation Personal Take Out

• Commitment to new behavior at work
• 3 strategies to implement at work

Target Audience

This program is suitable for Senior Managers, Managers, Senior Executives and anyone who has to participate in negotiations