PROGRAM DETAILS

Program Overview:

This course is designed to provide participants with the knowledge, skills, and techniques needed to become effective professional negotiators. Through a combination of theoretical insights and practical exercises, participants will learn to handle various negotiation scenarios, understand different negotiation styles, and achieve mutually beneficial outcomes.

Learning Objectives:

• Understand the fundamental principles and theories of negotiation.
• Develop essential negotiation skills and techniques.
• Learn to analyze and prepare for different negotiation scenarios.
• Practice effective communication and persuasion strategies.
• Master the art of conflict resolution and finding win-win solutions.

Program Content

Module 1: Introduction to Negotiation

Definition and Importance of Negotiation

Key Concepts and Terminologies

Types of Negotiation: Distributive vs. Integrative

Module 2: Negotiation Theories and Models

The Dual Concerns Model

The Harvard Negotiation Project

Game Theory in Negotiation

Module 3: Preparation and Planning

Research and Information Gathering

Setting Goals and Objectives

Identifying Interests and Positions

Module 4: Strategic Planning

Developing a Negotiation Strategy

Understanding BATNA (Best Alternative to a Negotiated Agreement)

Creating a Negotiation Plan

Module 5  Negotiation Styles and Tactics

Identifying Different Negotiation Styles

Adapting Your Style to Different Situations

Assessing the Other Party’s Style

Module  6: Negotiation Tactics and Techniques

Common Negotiation Tactics

Countering Difficult Tactics

Building and Claiming Value

Module 7: Communication Skills

Active Listening Skills

Verbal and Non-Verbal Communication

Building Rapport and Trust

Module 8: Persuasion Techniques

The Art of Persuasion

Framing and Reframing

Influencing Without Authority

Module 9: Managing Conflict

Conflict Resolution Strategies

Identifying Sources of Conflict

Conflict Resolution Techniques

Mediation and Arbitration

Module 10 : Emotional Intelligence in Negotiation

Understanding Emotional Triggers

Managing Emotions During Negotiation

Developing Empathy and Patience

Module 11: Advanced Negotiation Techniques

Session 11: Multi-Party Negotiations

Challenges of Multi-Party Negotiations

Coalition Building and Management

Facilitating Group Decisions

Module 12: Cross-Cultural Negotiation

Understanding Cultural Differences

Adapting Negotiation Strategies for Different Cultures

Case Studies in Cross-Cultural Negotiation

Module 13: Practical Application

Case Studies and Role Plays

Analyzing Real-World Negotiations

Role-Playing Exercises

Feedback and Improvement

Module 14: Simulation Exercise

Comprehensive Negotiation Simulation

Team-Based Negotiation Scenarios

Debrief and Analysis

Module 15: Final Review and Assessment

Review of Key Concepts

Summary of Course Content

Q&A Session

Addressing Common Challenges

Module  16: Final Assessment and Certification

Training Methodology:

The training program will employ a blend of instructional methods to ensure an engaging and interactive learning experience. Interactive lectures will provide participants with theoretical foundations, while case studies and role-playing exercises will allow for the practical application of concepts. Group discussions and peer feedback sessions will facilitate knowledge sharing and skill development, while expert facilitators will provide guidance and insights throughout the program. Additionally, participants may have the opportunity to observe and analyze real negotiation scenarios to gain valuable insights into effective negotiation strategies and tactics.

Target Audience:

This program is ideal for professionals across industries who are involved in negotiations as part of their roles, including sales professionals, business executives, lawyers, consultants, project managers, and HR professionals. It is suitable for individuals at all levels of experience, from beginners seeking to develop fundamental negotiation skills to seasoned negotiators looking to refine their techniques and strategies.