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Introduction

Negotiation is a natural quality of humans. As a professional, it is important to know different perspectives and negotiate efficiently sticking to the principles. Negotiations can be in the form of buying, sales, contracts, debts, salaries, employment and many other business dealings. The Negotiation skill training trains participants to negotiate with confidence and achieve at effective and satisfying deals. The participants learn to focus on the key concepts and rules of successful negotiation which include arguments and counter arguments, fall-back positions, imaginative and collaborative solutions and alternatives to agreement.

The Negotiation Skill training provided by GITS Academy helps participant to:

  • Know the underlying principles of negotiation and understand what you can do to get the best outcome
  • Utilize a negotiation strategy that moves you more closer to a win outcome
  • Prepare for negotiation by to follow a step-by-step approach and set your critical limits
  • Utilize a set of psychological tactics to find the other side’s motives and know how to respond to tactics used.
  • Variables derived from specific values based on your negotiation, know how to use them to bargain accordingly over your settlement range
  • Finalise the result of your negotiation to get precisely what you have requested

Course content for Negotiation Skill

  • Icebreaker
  • Housekeeping Items
  • The Parking Lot
  • Workshop Objectives
  • The Three Phases
  • Skills for Successful Negotiating
  • Establishing Your WATNA and BATNA
  • Identifying Your WAP
  • Identifying Your ZOPA
  • Personal Preparation
  • Setting the Time and Place
  • Establishing Common Ground
  • Creating a Negotiation Framework
  • The Negotiation Process
  • Getting off on the Right Foot
  • What to Share
  • What to Keep to Yourself
  • What to Expect
  • Techniques to Try
  • How to Break an Impasse
  • Three Ways to See Your Options
  • About Mutual Gain
  • What Do I Want?
  • What Do They Want?
  • What Do We Want?
  • Reaching Consensus
  • Building an Agreement
  • Setting the Terms of the Agreement
  • Being Prepared for Environmental Tactics
  • Dealing with Personal Attacks
  • Controlling Your Emotions
  • Deciding When It’s Time to Walk Away
  • Adapting the Process for Smaller Negotiations
  • Negotiating via Telephone
  • Negotiating via Email
  • Choosing the Negotiating Team
  • Covering All the Bases
  • Dealing with Tough Questions
  • Words from the Wise
  • Review of Parking Lot
  • Lessons Learned
  • Completion of Action Plans and Evaluations
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