Details

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Achieving Win-Win Negotiation

Duration: 2 Days

Course Objectives

After completing the training, you should be able to:

• Develop the right mindset to achieve win-win negotiation outcomes
• Increase self-awareness on their current negotiation mindset and habit
• Understand their own personality - strengths and weaknesses in negotiation
• Recognize different personality of stakeholders and learn how to influence and persuade them
• Equip with crucial negotiation skills to achieve win-win outcomes
• Understand how to use different negotiation styles based on different situations
• Analyze the negotiation situation and choose the right negotiation strategies
• Learn how to increase negotiation power and positioning
• 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 fears 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
• Managing 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