Topic outline

  • Negotiation Skills

    This course provides an overview of all significant aspects and considerations of negotiation skills for managers, supervisors, superintendent whose negotiation expertise is critical to the success of their organization. The course is also beneficial for those whose job depends on their ability to negotiate and secure satisfactory, who need to deliver clear messages, staff whose job demands frequent communication with groups and those who want to strengthen their communication skill and enhance their ability to interact with others.

    Negotiation Skills

    • Training Methodology & Objectives

      Training Methodology

      This Trainee-centered course includes the following training methodologies:-

      • Talking presentation Slides (PPT with audio)
      • Simulation & Animation
      • Exercises
      • Videos
      • Case Studies
      • Gamification (learning through games)
      • Quizzes, Pre-test & Post-test

      Course Objectives

      After completing the course, the employee will:-

      Apply and gain an in-depth knowledge on negotiation skills Define types of negotiations
      Define the negotiation cycle phases Define the skills needed for successful negotiation
      Select appropriate negotiation strategies and tactics according to the situation Recognize the best negotiation techniques based on personality of the counter party
      Apply negotiation skills with others to achieve desired outcomes Discuss shared values of successful organizations, business negotiation and negotiation objectives
      Carryout constructive approach to business negotiation, the golden rule of negotiations and tendering process Prepare and manage tender processes and contracts as organise the tenders and discuss tendering process/contract clause coverage
      Secure a better bargain, adjust long-term contracts, resolve contract disputes and plan for contract negotiations Apply negotiation planning and identify the scope of the negotiations and the means of acquiring data
      Carryout negotiation styles, personal style assessment, setting the corporate objectives and personal objectives of the negotiators Identify the negotiating team including the structure for negotiations and common pitfalls in negotiation
      Employ cooperative negotiation and identify interpersonal skills of the effective negotiator and the effective negotiator Apply the five steps model, discuss the Best Alternative to a Negotiated Agreement (BATNA) and resolve contract disputes
      • Course Description

        Complex negotiations require sophisticated techniques, especially if the end result is to achieve a win for all parties.  In order to know upfront how to approach these challenging negotiations with the best chance of success, managers as you are, need to be well prepared for all scenarios.  What’s more, you should be ready for the tactics often used by difficult negotiators to try to manipulate the outcome in your favor.
        This E-Learning course is designed to provide participants with a detailed and up-to-date overview of negotiation skills. It covers the shared values of successful organizations, business negotiation and negotiation objectives; the constructive approach to business negotiation; the golden rule of negotiations and tendering process; preparing and managing tender processes and contracts; organizing tenders; the tendering process/contract clause coverage; securing a better bargain; adjusting long-term contracts; resolving contract disputes and planning for contract negotiations; the negotiation planning; the scope of the negotiations and the means of acquiring data; the negotiation styles and personal style assessment; and setting the corporate objectives and personal objectives of the negotiators.
        During this interactive course, participants will learn the negotiating team including the structure for negotiations and common pitfalls in negotiation; cooperative negotiation; the interpersonal skills of the effective negotiator; the effective negotiator; the five steps model; the Best Alternative to a Negotiated Agreement (BATNA); and resolving contract disputes.
        • Module 01 - Negotiation and Contract

          Contents:
            • Negotiation Skills
            • Course Objectives
            • Module 1 Negotiation and Contract
            • Definition of Negotiation
            • Definition of Business Negotiation
            • Constructive Approach to Business Negotiation
            • Negotiation Objectives
            • Video: The Harvard Principles of Negotiation
            • Overview of the Tendering Process
            • Overview of the Tendering Process Tender / Contract Clause Coverage
            • Securing a Better Bargain
            • Adjustment of Long-Term Contracts
            • Video: Negotiated Tender
            • Module Quiz
          • Module 02 - Resolving Contract Disputes

            Contents:
              • Video: Know Your Interest
              • Video: Negotiation
              • Module Quiz
            • Module 03 - Contract Negotiations

              Contents:
                • Planning for Contract Negotiations
                • Video: How to Negotiate Better
                • Identifying the Scope of the Negotiations
                • Video: Trust Fast and Trust More
                • Module Quiz
              • Module 04 - Means of Acquiring Data

                Contents:
                  • RFI – Request for Information
                  • RFQ – Request for Quotation
                  • Video: Back To Basics: Understanding RFP - RFI - RFQ
                  • RFT – Request for Tender
                  • RFP – Request for Proposal
                  • Video: Requests for Proposals
                  • Module Quiz
                • Module 05 - Negotiation Styles

                  Contents:
                    • Video: Beyond the Bar - Negotiation Styles: Getting More With Honey Than Vinegar
                    • Exercise Know Your Style - Your Personal Style Assessment Exercise
                    • Your Personal Style
                    • Video: What is your personal style of negotiation?
                    • Module Quiz
                  • Module 06 - Setting the Corporate Objectives

                    Contents:
                      • Video: Organizational Objectives In Business Activity
                      • Video: Setting Objectives
                      • Module Quiz
                    • Module 07 - Team and Structure

                      Contents:
                        • Personal Objectives of the Negotiators
                        • The Negotiating Team
                        • Team Management
                        • The Structure for Negotiations
                        • Common Pitfalls in Negotiation
                        • Video: Why Do Negotiations Fail Part 1
                        • What you say is often less important than how you say it
                        • Negative Attitudes in Negotiation
                        • Positive Attitude is Essential
                        • Case Study 1- The prisoners Dilemma
                        • Cooperative Negotiation
                        • Summary of Cooperative Negotiation
                        • Video: Why Do Negotiations Fail ? – Part 2
                        • Module Quiz
                      • Module 08 - Negotiation Tactics

                        Contents:
                          • Negotiation Tactic 1 – 38
                          • Video: Using Silence As A Negotiation Tool
                          • Video: Bargaining Tactics
                          • Module Quiz
                        • Module 09 - Effective Negotiator

                          Contents:
                            • Identifying Interpersonal Skills of The Effective Negotiator
                            • Video: Control Emotions To Negotiate Successfully
                            • Video: How To Deal With Angry Opponents During Negotiations
                            • Module Quiz
                          • Module 10 - Applying the FIVE Steps Model

                            Contents:
                              • Video: How To Start a Negotiation
                              • Applying the FIVE Steps Model
                              • The Johari Window
                              • Video: Where to Open A Negotiation
                              • Module Quiz
                            • Module 11 - Best Alternative to a Negotiated Agreement

                              Contents:
                                • BATNA
                                • Example of BATNA
                                • Summary: BATNA
                                • Video: Understanding BATNA
                                • Resolving Contract Disputes
                                • Video: Closing Time Negotiation Best Practices
                                • Module Quiz
                              • Post-Test

                                Kindly complete the post-test to assess your knowledge about the topic after the course.