Achieving Win-Win Negotiation

Course Objectives

After completing the training, you should be able to:

• Develop the right mindset to achieve win-win negotiation outcomes
• Increase self-awareness on their current negotiation mindset and habit
• Understand their own personality - strengths and weaknesses in negotiation
• Recognize different personality of stakeholders and learn how to influence and persuade them
• Equip with crucial negotiation skills to achieve win-win outcomes
• Understand how to use different negotiation styles based on different situations
• Analyze the negotiation situation and choose the right negotiation strategies
• Learn how to increase negotiation power and positioning
• Improve negotiation execution

Key Content

Module 1: Win-win negotiation mindset

• Why internal negotiations are harder than external ones
• Negotiation challenge: to uncover your negotiation mindset and habit
• Avoiding common negotiation pitfalls
• The 6 key elements for a successful negotiation - mindset, skills, information, analyzing, strategy and emotion
• Creating an empowering mindset for success in negotiation

Module 2: Influence and persuade different personality of stakeholders

• Self-assessment: understand your DISC style and negotiation style
• Know your 'fears' and limitation in negotiation
• How to overcome your fears to increase your power in negotiation?
• Recognizing and understanding different personality of stakeholders and negotiation styles
• How to influence and persuade different personality of stakeholders in negotiation

Module 3: Crucial skills for effective negotiation

• Questioning strategy - levels and types of questions to encourage stakeholders to think more deeply and critically
• Handling resistance and objections
• Managing deadlock situation in negotiation
• Managing the atmosphere and environment in negotiation

Module 4: Negotiation preparation

• Identify underlying aims and needs
• Negotiation analysis - to determine your negotiation positioning
• Set your negotiation goal and strategy
• Developing your concession strategies and tactics
• Strategies to increase your power and positioning in negotiation
• Strategies to negotiate with different personality of stakeholders

Module 5: In the room: proposing & bargaining

• Opening - begin the negotiation
• Managing the atmosphere of negotiation - establish common grounds
• Observing stakeholders' body language and using body language to help you enhance your positioning in negotiation
• How to propose your concession plan in a persuasive manner to gain stakeholders commitment
• Finalizing the agreement

Target Audience

This workshop is ideal for managers, team leaders, executives, and professionals who negotiate with internal or external stakeholders and want to enhance their influencing skills and achieve win-win outcomes.

Methodology

• Interactive & Fun Learning with Short lecture
• Adult Learning Methodology
• DiSC® Assessment
• Dynamic Role-Plays
• Feedbacks from the Trainer
• Experiential Learning Activities
• Group Brainstorming Session
• Self-Reflection Time
• Sales Negotiation Planning & Strategizing Template