Effective Negotiation @ SIM PDEL

NEGOTIATING FROM A PRACTICAL PERSPECTIVE TO ACHIEVE A WINNING OUTCOME

ABOUT THE COURSE @ SIM PDEL

Whether we are dealing with internal or external stakeholders, suppliers or friends and family, unconsciously we negotiate almost daily. The positive result of that negotiation conversation is dependent on our perception of negotiation and our approach to obtain our goal.

COURSE OBJECTIVES
  1. Understand the application of negotiation in all work-place conversations such as inter-department, vendor, colleague, etc.
  2. Strengthen your persuasion abilities when you need to influence without authority
  3. Equip you with negotiation techniques to strengthen your problem solving abilities
  4. Value deadlocks and differences at work as opportunities for dialogue and joint solutioning
  5. Realise your own personal negotiation style approach
  6. Understand the impact of personality and communication style
  7. Prepare for negotiation towards an open yet collaborative atmosphere
  8. Identify the different approaches of persuasion ( Cialdini’s Influence principles )
  9. Mastering the techniques to design a negotiation dialogue
  10. Articulate common ground between two parties
  11. Conclude better agreements through a principled-approach
WHO SHOULD ATTEND
    • Level 2: Supervisors, Executives and Emerging Managers
    • Level 3: New Managers
Duration of Programme: 2 days @ SIM Professional Development and Enterprise Learning (SIM PDEL)

Venue: @ SIM Management House, 41 Namly Avenue, Singapore 267616

Register your interest TODAY @ SIM PDEL

COURSE OUTLINE

Day 1

    • Personality profiling to understand your personality
    • Negotiation profiling to understand your style
    • Anticipating mixed signals when negotiating with different personalities
    • Understanding non-verbal cues: tone, words and body language
    • Reframing to the context and relationship status
    • Value of principled-based versus position-based approach

Day 2

    • Reviewing the Harvard negotiation model
    • Reasons for failed negotiations
    • Turning a deadlock into a dialogue
    • Understanding the fundamentals of WAP, ZoPA and GaCV
    • Concessions creation and management
    • Common tactics and counter measures