Collaborative Win-Win Negotiation Skills - toward a workable solution

INTRODUCTION

Negotiation is a skill we particularly need in the workplace as there are many priorities and people’s needs are different. Negotiation doesn’t have to end up in a win-lose situation. The old way of negotiation whereby each side takes a position and the most manipulative wins is no longer seen as effective. A more proactive, interest-driven, collaborative model of negotiation tends to achieve better results with both parties being happier and therefore adhering to the terms negotiated. Understanding the negotiation process and having the ability to communicate effectively with active listening skills is constructive to moving the negotiation process to a satisfactory outcome to which both sides can commit.

This workshop is designed to help participants understand the negotiation process, the skills, strategies and tactics involved in delivering a mutually beneficial outcome that is based on mutual interests.

OBJECTIVES
At the end of the workshop, participants will be able to:

• Define a negotiation process that is positive, proactive and interest-driven that are mutually beneficial
• Identify the steps and prepare for negotiations
• Respond to different tactics and scenarios during negotiation
• Develop options and commit to a workable solution that both side can commit

DESIGNED FOR

• Managers and Team leaders
• Technical Staff
• Sales Managers, Sales Professionals and Executives

DATES & TIME

Friday, 28 March 2025 9:00 am – 5:00 pm

DEADLINE FOR REGISTRATION

1 week before commencement

CONTENTS

Building Collaborative Interest Driven Negotiation Skills

• Misconception about Negotiation
• Focus on Interests Rather than Bargaining Your Way Out
• Differentiate between Interest-Driven Negotiation and Position Bargaining
• Understand Proactive, Interest-Driven Negotiation Process
• Steps Involved in Collaborative, Win-win Negotiation
• 5 Key Principles of Negotiation
• Invest in Effective, Constructive, Interpersonal Working Relationship

Preparing for Negotiation

• Know Your Case and Understand the Needs
• Understand the Framework and Stages of Negotiation – Opening, Middle & Concluding Stage
• Prepare for Negotiation

Strategies and Tactics

• Separate People from the Problem
• Deal with the People
• Respond to Different Strategies, Tactics, Styles and Scenarios

Creating Option and Develop Commitment

• Expand the Pie, Be Creative to Develop Options
• Develop Workable Solution That Are Interest-Driven
• Commit and Close

Skills Practice

• Case-based Skills Practice