Win-Win Negotiation Skills

1. Recognize the soft, hard and principled styles in negotiating.
2. Plan and conduct (individually or within a team) effective negotiations.
3. Use the 10-point planning format that will allow reaching a win-win outcome.
4. Appreciate and apply (if need be) different negotiating tactics.
5. Identify, through several self-assessment tests, their preferred negotiating style and how it affects the negotiating outcome. 
6. Discover their own approach to resolving conflict and building trust.
7. Distinguish and appreciate different negotiation styles from around the world. 

All those involved in business, managerial and other kinds of negotiations who wish to enhance their negotiation skills and make negotiations a more enjoyable, rewarding and effective part of their job.   

Introduction to Basic Negotiation Skills: 

• What is Negotiation? Many Definitions
• What Can You Negotiate and Who Can You Negotiate With?
• Two Types of Negotiations
• Integrative versus Distributive Negotiation

Negotiation Styles: 

• Positional Bargaining (Problem Oriented) 
• Soft versus Hard Negotiations
• Solution Oriented Bargaining
• Principled Negotiation (The Harvard Model)
• Which Style to Choose?

Negotiation and Personality Styles: 

• Characteristics of an Effective Negotiator
• Negotiation Style Profile: Administration and Determination of Own Style
• DiSC Self Assessment Questionnaire: Administration and Scoring 
• Role-Play with Observers’ Comments Using DiSC Profile

Essentials of Negotiation:

• Key Approaches to Negotiation
• Principles of Negotiation
• The Four Phases of Negotiation
• Plan, Debate, Propose, Bargain
• Choosing When to Walk Away (BATNA)
• How to Concede – Dos and Don’ts

Negotiation Planning, Preparing, and Power:

• The Seven Negotiation Pillars for Preparation
• Checklist for Planning a Negotiation
• Assessing the Source of Negotiating Power
• Altering the Balance of Power

Negotiation Strategies and Tactics: 

• Thirteen Basic Negotiation Tactics
• Negotiation Mistakes to Avoid
• Dealing with Difficult Negotiators

Trust-Building: 

• Ranking and Discussing the 10 Behaviors in Negotiations

Negotiation in the Middle East and Around the World: 

• Business Environment Affecting Negotiations
• Cultural Factors Affecting Negotiations

Preparing and Conducting Individual and Team Negotiations: 

• Practical Role Plays
• Feedback, Comments, and Discussions 

• The Training lectures.
• The Group discussions.
• The Training Workshops.