Negotiating is an integral part of business and relationships. Most people don't prepare for negotiations because they don't realise they're in one. Yet there are techniques you can use to get others to say 'yes' more often, that build your confidence and work effectively towards mutually beneficial outcomes. In the workplace, improving your negotiation capability will help you build stronger relationships, deliver long term solutions and avoid harmful conflict.
This 3-hour workshop will take you through the process of preparing for negotiations and running collaborative negotiations in order to get the best possible outcome for everyone. Learn the 5 stages of a Collaborative negotiation.
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What you'll learn:
Preparing for Negotiations
- The traits of top negotiators - what are your strengths and weaknesses?
- Shifting the current mindsets - what are you expected to negotiate?
- Maximising outcome within the context of an ongoing relationship
- When to use Withdraw, Defeat, Accommodate, Compromise and Collaborate
- The traditional negotiation process - what goes wrong and why?
- Identifying needs and goals of both parties
- Clarifying the bottom line
- Defining critical points ahead of time
- Recognising your resistance point and your walk away point
- Overcoming limiting beliefs to maintain a positive attitude
Running Collaborative Negotiations
- Creating a conducive environment for a collaborative negotiation
- The 5 stages of a Collaborative Negotiation
- Opening - establishing rapport and setting the tone
- Exploring - clarifying, acknowledging and understanding needs
- Proposing - reviewing options without judging or limiting
- Agreement - choosing the best win-win outcome for all parties
- Close - confirming next steps and finishing on a positive note
- How and when to take control in negotiations
- How to monitor and interpret nonverbal cues
- Recognising the impact of emotions and managing appropriately
- The rules regarding concessions
- Dealing with demands
- When and how to walk away
Who should attend:
This training is for anyone looking to increase their negotiating skills.
Delivery format
- 3-hour interactive Zoom workshop – join details provided upon registration
- Participants need access to PC/Laptop with speakers, microphone and webcam
Scott is a registered psychologist with a solid background as an educator. He has worked as a lecturer in psychology, behavioural science and research at the Universities of Sydney and Western Sydney. Lecturing for 6 years at both undergraduate and postgraduate levels, Scott specialised in the disciplines of health and social psychology. His expertise includes such areas as leadership, teams and group dynamics, communication and body language, persuasion techniques, stress, and workplace satisfaction.
Since 1999, his work in the corporate sector has spanned the spectrum from industrial psychologist to corporate trainer. In 2004 he became a certified Master Coach in Behavioural Coaching and continues to coach both individuals and teams at all levels within the companies with which he works.
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Where applicable, GST will be applied