详情

Getting To Yes! The Art Of Negotiation & Influencing Skills

Course Duration: 2 Days

Introduction

This skills is a highly practical and interactive course, designed to develop and enhance your skills so that you can influence and negotiate upwards or sideways within your organization, or with external clients and supplier. Becoming more aware of the impact you have on others as well as understanding what drives your counterpart's opinion and position is vital in order to become proficient in influencing and negotiating.

Course Objectives

Upon completion of this program, the participants will be able to:

A more positive and confident approach to influecing and negotiating
Understand your perceptions on negotiation and influence
Be aware of your body language and the signal it is sending out
Prepare to influence before the meeting itself
An awareness of different negotiating styles and how to respond to them
More personal impact when communiating throughout and outside your organization
Greater awareness of your current influencing style and techniques for more effective ways of influencing

Key Content

Module 1: The Psychology of Perceptions

Understand how we perceive negotiation and influence
Manage our perceptions
Build confidence in your style

Module 2: Influencing Positively

Influencing styles and preference
Influencing self assessment
Introduction of the 6 persuasive skills

Module 3: Pre-suasion

Connect with anyone within 30 seconds
The power of first impression
Pre-suasion techniques
Positive and family language

Module 4: Principled Negotiation

Hard vs soft vs principled negotiation
Negotiation styles
BATNA

Module 5: Negotiation Process

Pre-negotiation strategies
During negotiation strategies
Post-negotiation strategies

Module 6: Coming to an Agreement

BATNA exercise
Active listening
The 3 level of listening

Module 7: The Secret to a Become a Great Negotiator

Emotional Intelligence
Emotional Management
Group activity on emotional negotiation

Module 8: Influencing and Negotiation Personal Take Out

Commitment to new behavior at work
3 strategies to implement at work

Target Audience

This program is suitable for Senior Managers, Managers, Senior Executives and anyone who has to participate in negotiations