Learning Objectives
- Define what negotiation is, what its features are, and why we need it.
- Describe what BATNA-WATNA-ZOPA concepts are, and their importance in becoming powerful negotiators.
- Identify the 5 negotiation styles in relation to Thomas Kilmann conflict resolution model.
- Differentiate and switch between the 5 different negotiation styles.
- Prepare and plan for a powerful negotiation following a 6-step structured process.
- Equip yourself with a skillset for negotiating powerfully and handling difficult negotiators.
- Practice and role play different situations for negotiation.
Modules
- Defining negotiation
- Why negotiation
- Negotiation benefits
- Negotiation barriers
- Negotiation enablers
- How negotiation
- Negotiation key concepts
- Develop powerful BATNAs
- Identify your WAP, ZOPA
- The phases of negotiation process
- Good negotiation vs bad negotiation
- Persuasion & Influence
- Listening
- Questioning
- Reframing
- Negotiation outcomes assessment
- Conflict resolution model
- The different negotiation styles
- Who are difficult people?
- Challenges of difficult people
- Dealing with challenges
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