Win-Win Negotiations
In business, you seldom get what you deserve - you get what you negotiate. The Win-Win Negotiations programme focuses on developing skills required to negotiate successfully by using specific, proven effective negotiating techniques and behaviour, resulting in mutually beneficial outcomes and long-term relationships.
Delegates learn the fundamentals of effective negotiation and it's steps. Broadly, we cover the following areas:
- Purpose, objectives, workshop goals
- Definition, nature and context of negotiation
- Characteristics of effective negotiators
- Principles of effective negotiations - the three stages, understanding the situation, the negotiating see-saw, avoiding pitfalls
- The negotiating climate - covers the various phases, factors affecting the climate, their implications and strategies.
- The 5 step negotiating process and effective bargaining
- Specialised negotiations (international and in S.A.)
Workshop methodology
The workshop is a facilitated process, which maximises individual learning, rather than a typical classroom situation. We make use of videos, guided discussion, and syndicate projects, as well as experiential skill building exercises such as case studies and skill practices.
The focus is a practical approach to negotiations, in addition to encouraging individual mastery and responsibility for skill transfer.
This programme is designed for business people, sales executives and managers who conduct mid-level negotiations. It is offered in-house and runs for 2 to 3 days depending on the size of the group and the brief of the client. It is suitable for 10-14 delegates.
