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ILM Endorsed Win-Win Negotiation Skills

ILM Endorsed Win-Win Negotiation Skills

In this ILM Endorsed Win-Win Negotiation Skills training course, you will gain insight into the habits of good negotiators as you build your skills.

Negotiation is part of our daily lives. Every day we negotiate with customers, suppliers, co-workers, business associates and family members.

Negotiation is key to everyday business, and the ability to negotiate effectively in a wide range of business contexts is crucial. This involves securing the best outcome for both parties and protecting valued relationships.

Negotiation is a method by which people settle differences. It is, to put it just, the process of trying to get what you want from another person.

Too often, business negotiations are limited to a battle over price. While price is, of course, remarkable, this single-mindedness defines the total value that the parties could benefit from in a partnership.

We all operate in an increasingly complex commercial and professional environment that requires us to negotiate on a daily basis not only with customers, clients, suppliers, and contractor but also with managers, fellow employees and colleagues within our organization.

ILM Endorsed Win-Win Negotiation Skills training examines ways to enhance your negotiation outcomes and reviews the latest ideas and techniques in negotiation.

By focusing on the ‘value of the deal,’ and examining the different issues that interfere with successful outcomes, you will be able to ensure greater success and more extended lasting relationships from your future negotiations.

Key issues covered include the importance of excellent planning, how to set your objectives, knowing when to ‘walk away,’ and understanding the critical tactics employed by top negotiators.

This training course is designed to explain the negotiation process in detail and demonstrate how to use it effectively, giving delegates the negotiation skills and strategies they need to succeed in today’s challenging commercial environment.

You might be interested in other Communication Skills as well as Sales and Marketing programs as a next step.

You will learn how to

Common concerns we hear include:

-How do I retain rapport and a positive relationship while negotiating?

-How do I get to the heart of the other party’s requirements?

-How do I achieve my goal while retaining my integrity?

This course will confirm and consolidate your existing negotiation skills as well as provide you with some new negotiation tools and perspectives, supported by plenty of practice.

Using the ‘Harvard method,’ or interest-based relational approach, you’ll learn how to achieve valuable ‘win-win- outcomes that deliver for both parties and build lasting relationships that provide value in the long-term. What you learn will be useful at work and in many other contexts.

IMPORTANT COURSE INFORMATION

Participants who fully attend this course and complete the test on the last day will receive a Strategic Axis Professional Certificate (SAPC). SAPC certificates are regionally recognized and can be quite valuable when applying for more senior roles within the organization or outside.

Strategic Axis is a recognized center and an endorsed training partner for the ILM United Kingdom.

This endorsement is a badge of recognition for the high-quality training courses offered by us.

COURSE OUTLINE

Modules

Module 1: Introduction to basic negotiation Skills

Definition of ‘negotiation.’

Common negotiation forms and features

What can you negotiate and who can you negotiate with

Two types of negotiations

Integrative

Distributive

Rational model for decision making

Choosing the most appropriate negotiation strategy

Module 2: Negotiation and personality styles

Characteristics of an effective negotiator

Negotiation style profile

Intuitive/Normative/Analytical/Factual (INAF)

Dominance/Influence/Steadiness/Conscientiousness (DiSC)

Administration and determination of own style

Behavioral style summary

Module 3: Essentials of negotiation

The four phases of negotiation

Plan, debate, propose and close

Negotiation checklist: do’s and don’ts

Elements of Best Alternative to a Negotiated Agreement (BATNA)

Choosing when to walk away (BATNA)

How to concede: do’s and don’ts

What is your preferred concession style

Concession styles from around the world

Module 4: Negotiation planning, preparing, and power

Negotiation planning

The seven pillars of negotiation wisdom

Interest

Options

Alternatives

Legitimacy

Communication

Commitment

Relationships

Assessing the source of negotiating power

Definitions

Sources of power

Altering the balance of power

Overcoming your limitations

Defending and challenging a firm offer

Module 5: Negotiation strategies and tactics

Thirteen basic negotiation strategies and tactics

A brief description of each tactic

Ten negotiation mistakes to avoid

Dealing with difficult negotiators

What can you do about it?

Trust building

Ranking and discussing the ten trust-building behaviors in negotiations

Module 6: Preparing and conducting individual and team negotiations

Practical role plays

Interest-Based Relational approach (the Harvard Negotiation Program)

Getting people to say ‘yes.’

Team negotiations

 

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