Influence and Persuasion: An Introduction(IPI)
Discover your personal negotiation style and then develop it into a powerful range of 5 highly effective persuasion methods which you can use immediately to achieve successful negotiation outcomes.
Target Participants
This workshop provides a framework with which anyone who requires an introduction to the basic principles of persuasion can establish a foundation upon which to develop their negotiating performance by gaining a detailed understanding of the art of persuasion techniques. The course will provide an excellent starting point for those who will be required to negotiation at a future stage in their careers. It will be of help to non-commercially focused personnel who need to negotiate internally¡KHR and IT for example.
Deliverables
understand the key elements of persuasion as applied in negotiations .
learn about a set of persuasion tools and techniques which can be used to enhance their natural negotiation style so that they may be more aware of the characteristics of a negotiation and the issues which need to be considered.
Content
Negotiation: a working definition
Relationships and Persuasion = Value
Warm on People; Tough on Issues
A Powerful Combination
Primary & Secondary Persuaders
One-Way & Two-Way Movers
Bargaining & Compromise
Variables and Dangers
Format
The content of this introductory level workshop includes, knowledge delivery and learning consolidation exercise's
The following format options are available for delivery of the above programme:
i. 1 day live workshop
ii. 2 x 2 hour video conference tutorials plus assignments
The recommended maximum number of participants is 15.
This programme can be facilitated in English, Putonghua, Cantonese and Japanese
Power Negotiation: The 5-6-7 Toolbox (PN)
Enhance your negotiation performance with this structured approach which
builds your confidence, makes you feel in control and provides the strategies
and tactics to deliver successful outcomes that are in-line with business objectives.
Explore the 5-6-7 Power Negotiation System and learn how to apply it in a
full day case study during which participants practice against a professional
negotiator and receive expert feedback and coaching.
Target Participants
If you have negotiation experience and are interested to test yourself
against practice in order to develop your competence and build on your
experience, you will find this workshop to be helpful. You will understand
the nature of your own negotiation profile and how to fine-tune this to optimize
the outcomes of your future negotiations. You will also recognize many of
the situations in which you have been involved in previous negotiations and
learn how to handle these as part of structured process of negotiation
management
Deliverables
Understand the principles of negotiation; why negotiate and how?
Appreciate the importance of variables and their value
Recognize the personal dimension to a negotiation and the variety of styles required
Navigate the phases of a negotiation and understand the importance of preparation and planning
Practice applying 5-6-7 within a simulation exercise and receive feedback and coaching
WORKSHOP OUTLINE
The 5-6-7 Power Negotiation System
Styles of negotiation
Measuring Success
Objective Setting
Key Issue Phasing
Negotiation Commandments
Predictability
Use of Body Language
Guidelines for Making Concessions
How to Build Leverage
How to Break a Stalemate
Dealing with the Unexpected
Conditioning Responses
Special Considerations
Case Study on video with feedback and coaching
Format
The content of this intermediated level workshop includes,
preparation assignment, knowledge delivery, learning consolidation exercises,
full day case study on video with coaching and action planning
The following format options are available for delivery of the above programme:
i. 2 day live workshop
ii. 10 hour e-leaning programme with 1 day live workshop
The recommended maximum number of participants is 12.
This programme can be facilitated in English, Putonghua, Cantonese and Japanese
The Human Dynamics of Negotiation (HDN)
A systematic approach to achieving the simultaneous delivery of
optimal commercial results from every negotiation and development of
the relationship with the other party through which long-term value can
be realized
Target Participants
This advanced workshop has been developed on the premise that most
negotiations, , must be managed within the context of an ongoing
relationship with the other party whilst at the same time delivering to
bottom- line performance and competitive advantage.
The workshop seeks to build on the experience and expertise that
delegates will already possess in order to ensure optimum opportunities
for increased profitability for their both organisation's and their business partners.
Deliverables
To develop the ability to optimise profitable business opportunities.
To provide a variety of flexible styles and techniques to negotiate in
business relationships in the most effective way.
To understand the impact that a structured approach to negotiation can
add to the business when such a structure is applied within
the management of ongoing business relationships.
WORKSHOP OUTLINE
The components of a successful business negotiation.
The key issues concerning business success.
The NRI 5-6-7 negotiation toolbox
The importance of a strong and positive negotiation strategy.
Adding to the bottom line: an appreciation of profit and loss.
Planning and preparing for a negotiation.
Identifying relationships goals and selecting appropriate negotiation strategies
The Relationship Management Matrix
Format
The content of this advanced level workshop includes,
preparation assignment, knowledge delivery, learning consolidation exercises,
mini case studies with coaching and action planning
The following format options are available for delivery of the above programme:
i. 1 day live workshop
ii. 2 x 2 hour video conference tutorial with assignments
The recommended maximum number of participants is 12.
This programme can be facilitated in English, Putonghua, Cantonese and Japanese
Negotiation Across Cultures (NAC)
How to identify and understand the way in which parties from different countries will perceive the issues involved in a business negotiation and how these will
influence their behaviour across the negotiation table and achieve a successful outcome.
Target Participants
Experienced negotiators will strengthen their skills and build their confidence.
A performance benchmark will be established against which they can understand
their negotiating style. The NRI 5-6-7 System will be applied within the
context of a case study on the second day of the workshop. Participants
will be able to introduce experiences and insights and explore these
during case study exercises..
Deliverables
To develop the ability to negotiate effectively and confidently and to optimise
profitable business opportunities.
To provide a variety of styles and techniques to manage business and
personal relationships in the most effective way across international
boundaries and cultural boundaries.
To be a practical interactive course that will build skills and confidence.
WORKSHOP OUTLINE
Understand and Use Effectively the NRI 5-6-7 Negotiation System
Use the Five Key Persuaders to Move the Other Party towards your Objective
Structure a Negotiation so that all Four Phases can be Optimised
Know and Use Effectively at Least 10 Powerful Negotiation Tactics
Know, Understand and Use Seven Key Differentiators of Country Cultures
Manage Social and Professional Behaviour Across Continents
Know and Use the Key Negotiation Principles for Major World Economies
Understand the Most Effective
Format
The content of this advanced level workshop includes,
preparation assignment, knowledge delivery, learning consolidation exercises,
mini case studies with coaching and action planning
The following format options are available for delivery of the above programme:
i. 2 day live workshop
The recommended maximum number of participants is 12.
This programme can be facilitated in English
The Negotiation Master Class (NMC)
This advanced course will enhance your existing negotiation skills by examining
successful behaviours and interpersonal skills, and practising the styles used
to manage critical negotiations effectively. Delegates will gain vital practical
best practice experience during simulated case studies.
Target Participants
This is an intensive workshop for experienced dealmakers who wish to
benchmark their performance against best practice and challenge their
experience to reach new levels of achievement. Case studies and coaching
form an integral part of the workshop
Deliverables
Refresh your knowledge of negotiation principles, tactics and persuasion
methods.
Understand typical behaviour and that of the people you are dealing with,
both internally and externally.
Understand and use a variety of behavioural skills to deal with aggressive
or manipulative people whilst still maintaining your own emotional balance.
Realise the importance of having a structure within the preparation and
planning phase.
Understand the key factors in negotiating globally together with international
and cultural characteristics.
Learn how to identify, classify and commission non-verbal behaviour and
to use it to advantage.
Practise the application of theory within a stimulating role-play environment
and receive feedback from a coach.
WORKSHOP OUTLINE
A Review of the Process of Negotiation
Key Tactics and Ploys
Non verbal Behaviour
The Relationship Spectrum
International Negotiation
Negotiation in Practice
Complex Case Study and Coaching
Format
The content of this advanced level workshop includes,
preparation assignment, knowledge delivery, learning consolidation exercises,
mini case studies with coaching and action planning
The following format options are available for delivery of the above programme:
i. 2 day live workshop
The recommended maximum number of participants is 8.
This programme can be facilitated in English
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