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Effective Negotiation Skills | |
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Description of Training
Benefits of Training
Customization
Return on Investment and Evaluation
Cost
Learning Objectives
Following the training, the learner will be able to:
- Describe the purpose of negotiation.
- Differentiate between positional and interest-based negotiation.
- Distinguish between issues, interests, and proposals.
- Classify 'interests' as a key negotiation concept.
- Develop creative and viable options.
- Use influence (power) in a manner that preserves relationships.
- Reach durable solutions.
- Demonstrate effective negotiation skills in a role-play.
This workshop serves as an introduction to something that needs no introduction: negotiation. We all negotiate all the time, whether at home, or at work with our boss, co-workers, clients and suppliers. As negotiators, our goal is to reach an agreement that will endure. But many of us see negotiation as something stressful. We know that if we are 'soft' we may end up giving more than we intended, but if we are 'hard' we will strain the relationship and sometimes lose it altogether. In this training you will learn how to be soft on people, and hard on the problem. Building on your life experience as negotiators, you will learn how to use a problem-solving approach to negotiation that develops mutually satisfactory agreements in an efficient and amicable fashion.
We all negotiate all the time. This training builds on your experience as a negotiator, and will enable you to negotiate durable agreements with bosses, fellow employees, suppliers and clients, that:
- meet your underlying interests-the things we need or care about.
- are fair as judged by legitimate standards.
- represent the best of all possible ways to deal with your differences.
- strengthen relationships.
- are better than any alternative away from the table.
- prevent differences from developing into destructive conflict.
Together we customize this training to meet the specific needs of your organization. The seminar is customizable in a number of specific respects: First, in regard to the role plays that are used. The best results are achieved when the participants can identify with familiar departments, problems, etc. without being so specific that they know who you are talking about. The challenge is to be typical, yet non-specific. Second, in regard to scheduling. The workshop can be broken into parts and presented over time, in a way that does not inconvenience you. Options include 3 two hour sessions, 2 three hour sessions or over 6 hours on any day (with an hour for lunch.) Third, in regard to name. Other seminar titles include "Negotiation, Influence and Agreements", "Negotiation Skills to Reach Durable Agreements" etc.
We provide a standardized (level-one) evaluation sheet at the end of the day. In addition we can provide clients with a training evaluation tool that provides statistical data about the impact of the training on your organization. The tool is administered anonymously 4-6 months after the training and asks 4 simple questions in respect of each learning objective. Easy to use it generates powerful information. We also encourage organizations to start monitoring the cost of conflict by recording absenteeism rates, turnover rates, replacement costs, time spent dealing with conflict, legal expenses amongst others. This is a way to collect information and determine whether their is a return on the investment in training.
For a single trainer we charge $1000 per day, and for two trainers $1500. All participants receive a comprehensive workbook with a handy negotiation preparation tool. These figures are negotiable and do not include travel costs. Email us to start a conversation about your negotiation training needs.