Course Outline · 2 Days
negotiating for results
Commercial managers, procurement leads, sales professionals, contract negotiators, department heads, project managers, and business leaders who negotiate deals, terms, and workplace agreements.
Negotiating is a part of everyday life. We negotiate in our work, with our friends, and even our family members. In this two-day class, participants will learn what negotiation is and how to get the most from their personal negotiations. Participants will discover their personality style and how to negotiate effectively with other personality styles. Participants will also explore four strategies for negotiating, and how to apply the four-step process for successfully negotiating with other parties.
At a glance
- Duration — 2 Days
- Who it’s for — Commercial managers, procurement leads, sales professionals, contract negotiators, department heads, project managers, and business leaders who negotiate deals, terms, and workplace agreements.
- Delivery — Interactive, in-person and hands-on
Delivery methods
- Self-discovery and critique
- Group exploration and facilitator-led discussions
- Real-world negotiation skill-practice simulations
- Game-based learning
- Best practice negotiation theory exploration
- Understand what negotiation is and identify the core qualities of successful versus unsuccessful negotiators.
- Identify your own personality style and adapt your negotiation strategy to work effectively with different personality types.
- Choose the right negotiation strategy based on relationship importance and required commercial results.
- Distinguish between positional bargaining, soft negotiating, hard negotiating, and principled negotiation.
- Define and prepare your BATNA, WATNA, Walk-Away Point (WAP), and Zone of Possible Agreement (ZOPA).
- Create a positive first impression, establish productive ground rules, and open negotiations with confidence.
- Master information exchange, bargaining techniques, and strategies for inventing options for mutual gain.
- Handle opposition effectively, manage strong negative emotions, and turn a 'NO' into a 'YES'.
- Confidently transition from bargaining to closing and execute a successful agreement.
Introduction to Negotiation
- Identify the qualities of successful and unsuccessful negotiators
- Define negotiation and explore real examples in and outside work
- Identify a real-world negotiation situation to practise during class
Personality Types in Negotiation
- Benefits of knowing and reading personality styles
- Behaviors, strengths, and blind spots of each personality style
- Identify your own negotiation personality style (Self-assessment)
- How to work and negotiate effectively with each personality style
The Negotiation Process
- Choosing a negotiation strategy based on relationship and results
- Positional bargaining vs. interest-based negotiation
- Differences between “Soft” and “Hard” negotiating
- Principled negotiation: focus on interests, not positions
- The four essential steps in the negotiation process
Preparing for Negotiation
- Identify fears and “hot buttons” as well as strategies to overcome them
- Researching your side and your counterpart’s true motivations
- Defining your BATNA (Best Alternative to a Negotiated Agreement)
- Defining your WATNA, WAP (Walk-Away Point), and ZOPA (Zone of Possible Agreement)
- Skill practice: structured preparation for your personal negotiation scenario
Opening the Negotiation
- Creating a positive, authoritative first impression
- The strategic importance of rapport and finding common ground
- Setting constructive ground rules that shape the discussion
- Key negotiation ground rules for mutual respect and focus
Exchange Information and Bargain
- Techniques for initial information exchange and active inquiry
- Contingency planning for unexpected and unfavorable situations
- Proven bargaining techniques and concession strategies
- Inventing creative options for mutual gain and value expansion
Handle Opposition
- Strategic techniques to bring your counterpart from NO to YES
- Dealing with hostility, resistance, and negative emotions
- Reframing attacks into collaborative problem-solving
Close the Negotiation
- How to move smoothly from bargaining to closing
- The formal closing process and securing commitment
- Live simulation practice of your personal negotiation situation with peer feedback
Competitive review game – An exciting review challenge (PowerPoint Game) to end your training on a high note!
Tell us your team size, dates and objectives and we’ll tailor the delivery to your business.