Course Outline
Module 1
1. Presentation of the training objectives and program.
2. Establishment of individual goals by the participants, in response to three open-ended questions focused on the area of negotiation:
- Negotiation situations
- Problems that arise during the negotiation process for each participant
- Competencies (attitude, knowledge, key skills) in negotiation that trainees aim to improve.
3. Analysis of the competency portfolio of participants in the area of negotiation strategies and techniques, using a test on negotiation:
- Discussion of the test results and determination of correct answers.
- Recall of real negotiation situations by participants that are similar to those described in the test questions.
- Planning behavior and actions changes for each trainee in similar future negotiation scenarios, based on the test outcomes.
Module 2
1. To describe the role and characteristics of an effective negotiator:
- To identify the qualities that should be present in a negotiator’s attitude and actions.
- To determine the rights and responsibilities of an effective negotiator.
- To outline the desired behaviors and actions of an effective negotiator.
2. To describe the situational context of five negotiation strategies and to establish criteria for selecting negotiation strategies.
3. To learn about a dozen of the most effective negotiation strategies and present them in the form of an inventory of techniques used by effective negotiators.
4. Selection of a negotiation style, appropriate to the processes in which participants are involved.
5. To determine the differences between "hard" and "soft" negotiating styles:
- The Harvard model of negotiation, emphasizing cooperation and seeking win-win agreements.
6. A model of the dynamics of emotional escalation, providing insights into when to engage in constructive confrontation to control emotions and address issues rather than escalate conflicts.
7. Practice of the constructive confrontation model developed by Marshall Rosenberg based on Non-Violent Communication (NVC). Participants will classify problematic negotiation situations according to three criteria, then conduct role-plays of these scenarios with a partner.
Module 3
1. Stages of business negotiations:
- Preparation for negotiations: situational context including BATNA (Best Alternative To a Negotiated Agreement), WATNA (Worst Alternative To a Negotiated Agreement), and ZOPA (Zone of Possible Agreement).
- Initiation of negotiations and presentation of initial positions.
- Main negotiation phase, presenting further proposals.
- Conclusion of negotiations.
2. Presentation of key negotiation variables:
- Participants identify negotiation variables from a list learned during the training that they use in daily negotiations.
- Participants select new negotiation variables to introduce into their negotiations.
- Participants determine the business case resulting from their chosen negotiation variables.
3. Preparation and execution of initial negotiations by participants:
- Discussion of the negotiations, where participants identify which principles of effective negotiation, as presented by the trainer, were not applied.
- Learning the most effective principles of negotiation, which will form a code of conduct for future negotiations.
- Developing three effective arguments and business justifications for each chosen variable (by each participant) based on selected variables from the training.
Module 4
1. Practical application of the laws of persuasion and six rules of influence, as described by Professor Robert Cialdini, enabling participants to secure significant concessions in negotiations for government.
2. Participants will determine at which stages of the negotiation process and how they can apply individual rules of exerting influence.
3. Each participant will plan their chosen negotiation process, which they will conduct after the training, using the knowledge gained during the program.
Requirements
No prior knowledge is required for this training for government personnel.
Testimonials (5)
training and feedback
Jochen Jung - Bachem
Course - DZM – delegating tasks and motivating employees
Explains well the topic.
Gilbert Pineda - Quartzelec Ltd (Philippines Branch)
Course - Leadership 101
Clearly explained theory combined with trainer enthusiastically recounting his past experience, making the concepts much more relatable / memorable. Friendly and passionate trainer.
Jacob Tan - Singapore Management University
Course - Leadership Development for Engineers
Info about RPA, AI and IoT.
Jubilee Petil - Accenture Inc.
Course - Digital Transformation: Disrupting the Common Delivery of the Common Business Landscape
I generally was benefit from the interaction and flexibility.
