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Effective Negotiation Strategy and Loophole Analysis

Date: 14 August 2017 - 18 August 2017
Course ID: ADDS082/2017
Duration: 5 Days
Fee US $: 2300 US$
Venue: Istanbul / Turkey
Category: Supply Chain, Procurement, Purchasing and Logistics Management

Introduction:

The ability to negotiate successfully is crucial for survival in today's changing business world. Negotiation is fun if you know what you're doing. Negotiation is something that we do all the time and is not only used for business purposes, there are many reasons why you may want to negotiate and there are several ways to approach it. If your reason for negotiation is seen as 'beating' the opposition, it is known as 'Distributive negotiation'. This way, you must be prepared to use persuasive tactics and you may not end up with maximum benefit. This is because your agreement is not being directed to a certain compromise and both parties are looking for a different outcome. Should you feel your negotiation is much more 'friendly' with both parties aiming to reach agreement, it is known as 'Integrative negotiation'. This way usually brings an outcome where you will both benefit highly. The objective of this workshop is to introduce you to the different styles of negotiations, and equip you with the most effective styles to get what you want.

Objectives:

o Have a good understanding of the different strategies used in negotiation and how create a Win – Win situation

o Have a self assessment of your negotiation skills

o Learn and practice the pro negotiation skills

o Creative advantageous situations to increase chances of successful negotiations

o Understand the research involved in informing a strategy for negotiation and the techniques and tools employed for beneficial negotiations

Who should attend:

All personnel involved in negotiating deals. The training program will be more aimed at supervisors and Ex-patriots working in company and are responsible for contracting, sales and other areas of negotiations.

Daily Outlines:

The elements of negotiation

- What is Negotiation?

- The goal of negotiation

- Types of Negotiation

- Common mistakes in N.

- The process of N.

- Traits of good negotiator

- The principles of exchange

- Understanding how to measure and deal with power imbalances

- Using communication as a mechanism for exchanging the fundamental asset of negotiation: information

- Tips During Negotiation

- Finding areas for negotiations

- Transactional analysis

- Assessing the other parties

- Last Minute Grabs

Preparation for Negotiation

- Unplanned negotiation

- Surprises

- What does preparation mean?

- Preparing other parties

- Create your interest map

- Making assumptions

- Interested parties

- How to use interest map

- Be\prepared for hot buttons



Negotiation Skills

- Questioning and framing

- Active listening and the Power of Silence

- The power of careful observation

- Studying reactions

- Using creativity to maximize long-term gains



BATNA- Choosing whether to walk away



- Making choices

- Balance of power

- Does BATNA ever change?

- Elements of BATNA

- Strengthening and weakening BATNAs



Negotiation Strategies/Techniques

- Distinguishing between positional bargaining and interest-based negotiation

- Rational strategies for creating integrative agreement

- Stonewalling

- Impulsive change

- The dodge

- High ball/Low ball

- The Ebenezer Scrooge

- Knowing when to hold and when to fold

- Use of referees

- Closing a negotiations

- Agreement –contract implementation

- The use and abuse of Deadlines

- Disagreement –why?

- Dirty Tricks in Negotiation

- Different Countries, Different Styles



Dealing with annoyance and leveling the playing field



- Myths

- Psychological games

- Giving or taking offense

- Controlling the board

- Physical set-up

- Building confidence in your counterpart







Training Method



o Live group instruction

o Use of real-world examples, case studies and exercises

o Interactive participation and discussion

o Power point presentation, LCD and flip chart

o Self-test and group activities

o Each participant receives a binder containing a copy of the presentation slides and handouts



Program Support:

This program is supported by interactive discussions, role play, case studies and to highlight the techniques available to the participants.

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