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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.

  • 1-day Training (7 hours)
  • Half-Day Express (3 hours)
  • Lunch & Learn (60 minutes)
  • Online Training (Self-paced)
  • One-on-One (Zoom) Coaching