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Negotiation Skills Course

Negotiation Skills Course. Introduction. Introduction Training Norms Agenda Contents Negotiation-Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s. “You will never go beyond you dreams”. Training Norms. Introduction

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Negotiation Skills Course

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  1. Negotiation Skills Course

  2. Introduction Introduction Training Norms Agenda Contents Negotiation-Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s “You will never go beyond you dreams”

  3. Training Norms Introduction Training Norms Agenda Contents Negotiation-Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s

  4. Agenda Introduction Training Norms Agenda Contents Negotiation-Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s To be set with course members

  5. Contents Introduction Training Norms Agenda Contents Negotiation-Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s • Negotiation process different outcomes • Negotiation definition • Positive negotiators Behaviors • Negative negotiators Behaviors • Successful Negotiators • Negotiation Process • Dos & don'ts

  6. Different Outcomes Introduction Training Norms Agenda Contents Negotiation-Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s Relationship Maintained Win-Win No Agreement Compromise Task done Task Not done Win-Lose Lose-Win Lose-Lose Relationship Not Maintained

  7. Negotiation Definition Introduction Training Norms Agenda Contents Negotiation-Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s • Is a process • Between two parties or more • Having an area of common interest - Having different objective • - Seeking an agreement

  8. Positive Negotiation Behaviors Introduction Training Norms Agenda Contents Negotiation-Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s • Questioning • Clarifying • Summarizing • Active listening • Sharing needs & interests • Focusing on the problem

  9. Positive Negotiation Behaviors Introduction Training Norms Agenda Contents Negotiation-Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s • Seeking solutions • proposing solutions • Acknowledging efforts • Establishing common ground

  10. Negative Negotiation Behaviors Introduction Training Norms Agenda Contents Negotiation-Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s • Defending / Attacking • Shutting out • Blocking/difficulty stating

  11. Successful Negotiators Introduction Training Norms Agenda Contents Negotiation-Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s • Good listeners • Have tolerance for conflict • Willing to invest time & trouble in careful research and analysis of issues • Committed to a WIN-WIN philosophy • Ability to identify “Bottom line” issues quickly • Sensitive to the needs of the other party

  12. Successful Negotiators Introduction Training Norms Agenda Contents Negotiation-Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s • Demonstrate high degree of patience • Have a high tolerance for stress • Don’t respond to attack or ridicule • Avoid self-praise during negotiation • Ask more questions

  13. Negotiation Process Introduction Training Norms Agenda Contents Negotiation-Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s Issues Planning Set climate Bargaining Settle - Planning - Prep • -Msg exchange • Comm. Intent • Background • Identify issues • Lock your opponent • Negotiate • provide alternative solutions • Settlement • Gain Verbal commitment Review - Evaluate - Improve

  14. Dos & DONTs Introduction Training Norms Agenda Contents Negotiation-Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s Dos: • Be Prepared to propose alternatives, don’t take positions • Be Calm and control your emotions • Always appear reasonable • Keep control of the conversation • Be courteous • Distinguish between major points & Details

  15. Dos & DONTs Introduction Training Norms Agenda Contents Negotiation-Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s DONTs: • Compromise your objectives • underestimate your customer • Make assumptions • Treat it as a WIN-Lose • Score points • Over react • Get personal

  16. Dos & DONTs Introduction Training Norms Agenda Contents Negotiation-Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s DONTs: • Make “Good Will” concessions • over commit • Negotiate if you don’t have to

  17. جزآكم الله خيرا

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