Negotiation Skills 2017-05-25T22:50:19+00:00

Negotiation Skills

The ability to negotiate effectively both internally and externally is a key differentiator for the ability of an individual to contribute to the team. Old thinking was grounded in the belief that negotiation was about winning. Newer thinking (and this program) however, is grounded in the belief that a successful negotiation will have a favourable outcome for both parties, and that the resulting relationship is just as important as the substance. This is often referred to as win-win or interest-based negotiation.

This workshop is based on the four part model in the world-renowned book Getting to Yes: Negotiating Agreement Without Giving In by Fisher and Ury. What makes it relevant is that the majority of the workshop is spent working on actual negotiations (past, current and future) that the participants face, with a heavy emphasis on practice and coaching by peers and the facilitator.

Results You Can Expect

  • Stronger relationships with other parties
  • Greater ability to positively influence people
  • Improved ability to problem solve with others
  • Negotiated outcomes that are perceived as win-win by all parties
  • A shift from superficial to systemic solutions

Key Focus Areas

  • Assessment of personal biases when approaching negotiation
  • Separating the human side from the substance of the negotiation
  • Active listening skills
  • Focusing on interests versus positions
  • Inventing options for mutual gain
  • Using objective criteria to determine the outcome
  • Dealing with a more powerful party
  • Dealing with unfair tactics
  • Knowing when to walk away

Target Audience

This course is applicable to all individuals that negotiate either internally or externally as part of their job.

Format

This course is offered as a 1-day workshop.