EFFECTIVE NEGOTIATION:

Knowledge Area: Professional Selling, Effective Dealings

Negotiation is the process whereby two or more parties with differing interests attempt to agree on how best to resolve these differences. Almost every interaction between humans involves some form of negotiation, and the ability to negotiate is essential to ensure the smooth running of an organisation. We negotiate every day of our lives, often without even realizing it, for example when we try to convince our children to go to bed by promising to read them a story.

This module will introduce you to the basic elements of negotiation by framing and exploring negotiation as a concept, providing the PROPOSE framework that can be applied generally to all negotiation situations, and by suggesting tips and hints to improve your negotiating skills. Through self analysis you will be able to work on your weaknesses and highlight your negotiating skills. Our fun, informative theoretical background and simulations will help you develop the subtle skills that will aid you in effectively achieving your negotiating goals. Topics covered include: Traits of a Successful Negotiator, Power in Negotiations, The PROPOSE Negotiating Framework, Negotiation Tactics and Techniques, Your Individual Negotiating Style and Negotiating Over the Phone.

Key Points

This module will help you:

• Define negotiation skills and differentiate negotiation from similar types of interactions.
• Explain the link between conflict and negotiation and identify power sources in negotiations.
• Describe the two types of negotiation situations and list the traits, tactics and strategies of successful negotiators.
• Explain and effectively use the PROPOSE negotiation framework.
• Move seamlessly through the stages of a negotiation and out line the purpose and dynamics of each stage.
• Describe your personal negotiating style.
• List key do’s and don’ts in negotiations
• Apply some key tips for telephone negotiations.

This module includes:

• A negotiation simulation
• Negotiation theory
• The PROPOSE negotiating framework
• Four assessments
• A personal negotiation style questionnaire
• Tracking and recording

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