Who Should Attend:
- Professionals with negotiating responsibilities
- Professionals looking to take their personal effectiveness to the next level
Course Objectives
- Overview of types and phases of negotiations and skills for successful negotiation
- Learn how Emotional Intelligence (EQ) can give you an edge in negotiations
- Analyse your personal strengths and weaknesses in Emotional Intelligence
- Explore ways to lay the groundwork for negotiation
- Identify what information to share and what to keep to yourself
- Understand the dos and don’ts of great negotiation techniques in business
- Learn techniques for staying focused and managing your emotions
- Develop strategies to find mutual gain, reach consensus and terms of agreement
- Gain powerful non-verbal awareness to understand and use body language to recognise buying signals and overcome objections
- Learn how to manage disagreements and negotiate in difficult situations.Â
What will you gain?
By the end of this course you will be able to:
- Use information as your greatest weapon in negotiations
- Exhibit self-confidence and a positive attitude in negotiations
- Anticipate what to expect and prepare for your bargaining
- Manage the negotiation process and break an impasse
- Use non-verbal signals and body language to lead your bargaining partner to a win-win outcome
- Manage yourself and stay focused to achieve efficient negotiations
- Master bargaining techniques and negotiate on behalf of someone else.
Course Content
- Understanding Negotiation
- Types of Negotiations
- The Three Phases
- Skills for Successful Negotiating
- Getting Prepared
- Laying the Groundwork
- The Negotiation Game
- Phase One — Exchanging information
- Phase Two — Bargaining
- About mutual gain
- Phase Three — Closing
- The role of Emotional Intelligence in negotiation
- What is Emotional Intelligence?
- The Pillars of Emotional Intelligence
- Four Skills in Emotional Intelligence
- The power of reading the meaning of facial expressions
- Recognising body language to your advantage
- Using non-verbal signs to guide and persuade
- Techniques for over-coming rejection and getting past disagreements
- Negotiating outside the boardroom
- Negotiating on behalf of someone else
- Role playing, negotiation exercises and activities.
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