Negotiating Win-Win Outcomes

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- Negotiating Win-Win Outcomes -

Course Overview

Every day at work managers, team leaders, supervisors, and employees encounter situations where they need to negotiate win-win outcomes with others. Perhaps it’s the negotiation on the purchase of a piece of equipment, getting a customer to agree to your offer, closing a sale, or asking a busy colleague to help you on an important project.

Negotiating favourable win-win outcomes will bring participants greater personal success and help them perform their jobs better. The one-day Negotiating Win-Win Outcomes training teaches participants the principles of negotiating and having win-win conversations – by learning the repeatable strategies for preparing and conducting quick or more drawn-out negotiations.

Participants will be shown the 4-stage negotiation framework to identify their interests and understand what their counterpart needs to say “yes”. Finally, unpack the four negotiation stages, including: (1) preparation, (2) probing, (3) proposing and (4) pack-up. If your people negotiate at work, they’ll love what you’re going to learn during this practical training session.

Key Learning Outcomes

Why is negotiating an important skill in your role?
Examples of workplace negotiations
What’s the difference between transactional, collaborative and creative negotiations?
What’s your negotiating style?
Why “Principled” negotiating is most often referred to as “Positional” negotiating – and what’s the difference?
The four stages of a negotiation
Why planning and preparing are critical in getting a favourable outcome?
Develop your interpersonal and behavioural skills to win over the other person
Know what to say and the right behaviour to adapt during each stage of the negotiation
What can you do to adjust your communication style?
How to get the other person talking and revealing their needs and wants?
The keys to bargaining, trading concessions and reaching a mutually acceptable agreement
How to manage “difficult” negotiators or people using dirty tricks during a negotiation?
What to do after you’ve reached an agreement?

Training Outline

Morning Session

What do you need to negotiate?
Take the negotiation assessment.
Why learn to become a more effective negotiator?
What are the possible outcomes of any negotiation?
Negotiation case studies
Identifying the five major negotiating styles.
What style of negotiator are you?
Learning the pitfalls and benefits of each negotiating style.
Meet the Shark, the Owl, the Teddy Bear, the Turtle, and the Fox
Identifying the preferred negotiating styles of your counterparts.
Understanding the difference between principled versus positional negotiating.

Afternoon Session

The 4 step negotiation process: Prepare. Probe. Propose. Pack up.
What do you want from the negotiation?
Understanding your interests.
Setting upper and lower limits
Establishing your BATNA.
The triple constraints.
Laying the groundwork.
Setting the time and place.
Establishing common ground.
Getting off on the right foot.
What to share and what to keep to yourself.
Discussing areas of mutual gain.
Three ways to help others see your options.
What do they want and what do we want?
Building an agreement.
Getting to “yes”.

Training Options

We realise every client is different. You may have only half a dozen people to train, or perhaps you’re running a conference and want a guest speaker or a trainer to undertake a high impact, short breakout session.

Whatever you have in mind, we want to help you achieve your training goals. Let’s start a conversation and find out what’s happening at your place and what you want your people to be able to do differently as a result of training. If you’re on a tight budget, we get that as well. Rest assured, we are good listeners, and we are here to help you achieve your outcomes.