Training Programmes

Negotiating Winning Outcomes
Training Programme Link

Emotion Intelligence at Work | Personal Effectiveness with Clarity4D | Leadership Clarity and Effectiveness for Line Managers | Team Effectiveness Using Clarity4D | Negotiating Winning Outcomes | Creativity and Innovation | Problem Solving and Decision Making | Advanced Effective Communication | Presentation & Public Speaking Skills | Time and Priority Management

Negotiating Winning Outcomes

Duration: 2 Days
Maximum Delegates: 30

Based on original ideas from William Ury and Roger Fisher of the Harvard Negotiation Project.
We currently deliver this training to ExxonMobil.

Learning Objectives:

By the end of this training, the participants should be able to

  • Handle any type of negotiation with poise and confidence.
  • Achieve sustainable results through the relationship-centred aspects of negotiations.
  • Improve their ability to reach mutually satisfactory outcome.
  • Defuse conflict and reduce deadlocks that may arise during heated and drawn-out negotiations.
  • Change their mindset in negotiations from competitive and adversarial to collaborative and supportive.
  • Recognise the importance of preparing for the negotiation process, regardless of the circumstances.
  • Understand basic and advanced negotiation principles.

Module 1: Introduction to Negotiations

  • Why do We Need to Negotiate?
  • Types of Negotiations
  • What is Negotiated?
  • Negotiation versus Persuasion
  • The Confident Negotiator
  • Outcome Analysis
  • Negotiation Guidelines

Module 2: Conflict and Negotiation

  • Types of Conflicts
  • People vs. Problems
  • Interests vs. Positions
  • Options vs. Alternatives

Module 3: Preparing to Negotiate

  • The 8-step Preparation Process
  • Defining Objectives and Wants
  • Defining Alternatives, Concessions
  • Defining Limits
  • Supporting Claims

Module 4: Exploring The Negotiation

  • Setting up the Environment
  • Emotional Setup
  • Reading Body Language

Module 5: Bargaining to Close

  • Managing Your Limits
  • nderstanding Settlement Range
  • Managing Concessions
  • Settling

Module 6: Negotiation Tips and Gambits

  • Success Tips
  • Negotiation Gambits
  • Ethics and Negotiation
  • Culture and Negotiation