COURSE OVERVIEW:
Negotiation is a process where two or more parties with different needs and goals discuss an issue to find a mutually acceptable solution. In business, negotiation skills are important in both informal day-to-day interactions and formal transactions such as negotiating conditions of sale, lease, service delivery, and other legal contracts.
Good negotiations contribute significantly to business success, as they:
- help you build better relationships
- deliver lasting, quality solutions - rather than poor short-term solutions that do not satisfy the needs of either party
- help you avoid future problems and conflicts.
Negotiating requires give and take. You should aim to create a courteous and constructive interaction that is a win-win for both parties. Ideally a successful negotiation is where you can make concessions that mean little to you, while giving something to the other party that means a lot to them. Your approach should foster goodwill, regardless of the differences in party interests. A good negotiation leaves each party satisfied and ready to do business with each other again.
Negotiation is rarely just about winning or creating ‘win-win' outcomes. It often requires a capacity for working through complex scenarios, dealing with conflicting values, compromising on your ideal outcome and all the time being careful to maintain good working relationships. And poor outcomes from badly handled negotiations can be painful and costly.
This course will help you improve your professional skills as a negotiator, help you learn to negotiate for business and personal matters, which the benefits for you personally can be very significant. The strategies in this course present negotiation paradigms and philosophical underpinnings so that you can get a better understanding of the purposes for the specific tools and techniques that are recommended in this course.
LEARNING OUTCOMES:
By the end of this course, you will be able to understand:
- The importance of being a successful negotiator
- The three basic concepts of negotiation
- How to focus on all stakeholders’ interests
- How to use the three C’s of negotiation?
- The best alternative to a negotiated agreement (BATNA)
- How to work with your BATNA?
- How to inoculate yourself?
- How to consider inoculation in terms of three C’s?
- How to get information?
- How to prepare for the negotiation process?
- What to do when you get ready to prepare for negotiation?
- How to work with your team?
- How to engage in “insider negotiations?
- Map interests and how to use an Interest Map to avoid problems?
- Why you should ask and listen?
- The five basic principles of active listening
- How to react strategically?
- Suggestions for more effective communication
- How to plan for emotions?
- Things to avoid to deal with emotions positively
- How to keep negotiations comfortable and productive?
- How to enter into a negotiation?
- How to negotiate around cultural differences?
- How to negotiate on value?
- How to show respect to improve negotiations?
- How to think creatively and be a more creative negotiator?
- Why you should develop the agenda?
- How should you bargain during negotiation?
- How to use your Interest Map to chart bargaining routes?
- How to build commitment into an agreement?
- How to negotiate smart?
- How to survive and succeed through negotiation?
- The Seven Pillars of Negotiational Wisdom
- The foundation of the Seven Pillars
- How to use the Seven Pillars of Negotiational Wisdom?
COURSE DURATION:
The typical duration of this course is approximately 2-3 hours to complete. Your enrolment is Valid for 12 Months. Start anytime and study at your own pace.
COURSE REQUIREMENTS:
You must have access to a computer or any mobile device with Adobe Acrobat Reader (free PDF Viewer) installed, to complete this course.
COURSE DELIVERY:
Purchase and download course content.
ASSESSMENT:
A simple 10-question true or false quiz with Unlimited Submission Attempts.
CERTIFICATION:
Upon course completion, you will receive a customised digital “Certificate of Completion”.