At the end of this course, the participants should be able to:
- Acquire knowledge related to negotiation in terms of concept, types & elements; understand the terminology related to negotiation
- Identify and apply different negotiation strategies and tactics effectively
- Understand the different steps of negotiation process, and determine the importance of each
- Plan and prepare for negotiation process effectively
- Determine and apply the effective negotiator skills creatively
The Basics of Negotiation
- The concept of negotiation (Win-Win rule)
- Why we negotiate?
- The benefits of negotiation
- Types of negotiation
Negotiation Strategies & Tactics
- Concept of negotiation strategies and tactics
- Collaborative negotiation strategies and tactics
- Distributive negotiation strategies and tactics
- Strategies and tactics for sales / procurement negotiation
Negotiation Steps
- First step: Preparation and planning
- Second step: Negotiation process
- Third step: Closing the deal
Negotiators’ Different Personality Types
- The importance of identifying negotiators’ personality types
- Major personality types of negotiators and how to deal with each: analytical, collaborative, negative, hesitant, arrogant, leader, aggressive, offensive, practical.
Traits and Skills of Effective Negotiator
- Major required traits:
- Being calm and staying away from emotions reactions and anger
- Patience
- Objectivity and non-sensitivity towards personal effects
- Self-confidence
- Good looking
- Major required skills :
- Analysis
- Strategic thinking
- Dealing with objections
- Teamwork
- Effective communication: speaking and persuasion, listening, body language
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