Course Overview

Negotiating Win-Win Outcomes is practical negotiation skills training designed to help participants approach workplace negotiations with greater confidence, preparation and skill. Participants learn how to move beyond positional bargaining and work towards mutually acceptable outcomes while maintaining productive professional relationships.

The course explores different negotiation styles and approaches, including positional and principled negotiation, and shows participants how to prepare effectively before entering a negotiation. Participants work through a practical negotiation process — Prepare, Probe, Propose and Pack Up — to help them understand needs, explore options, make proposals and reach workable agreements.

Participants also develop practical communication and bargaining skills, including questioning, listening, handling objections, making concessions and responding to difficult negotiating behaviours. The emphasis is on achieving positive outcomes without unnecessarily damaging relationships or creating winners and losers.

Negotiating Win-Win Outcomes – Negotiation Skills Training is suitable for managers, team leaders, sales professionals and employees who need to negotiate agreements, priorities, resources, solutions or outcomes as part of their work.

Key Learning Outcomes

By the end of this negotiation skills training, participants will be able to:

Understand the key principles of effective negotiation and what contributes to successful outcomes.
Recognise different negotiating styles and understand when different approaches may be appropriate.
Understand the difference between positional and principled negotiation.
Identify the characteristics and benefits of a win-win approach to negotiation.
Prepare effectively for a negotiation by identifying objectives, priorities and desired outcomes.
Understand and apply the four stages of negotiation — Prepare, Probe, Propose and Pack Up.
Use effective questioning techniques to uncover the other party’s needs, interests and priorities.
Apply active listening and communication skills during negotiations.
Develop and present proposals that address the interests of both parties.
Use practical bargaining techniques to move negotiations towards agreement.
Manage concessions effectively and understand when and how to make them.
Recognise and respond appropriately to difficult negotiating behaviours and tactics.
Identify alternatives and options when agreement cannot immediately be reached.
Work towards mutually acceptable agreements while maintaining positive professional relationships.

Training Outline

This practical negotiation skills training explores the principles, processes and communication techniques that contribute to successful workplace negotiations. Participants learn how to prepare effectively, understand different negotiating styles and apply the four-stage Prepare, Probe, Propose and Pack Up process, while developing practical skills in questioning, listening, bargaining, managing concessions and responding to difficult negotiating behaviours.

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

Negotiating Win-Win Outcomes – Negotiation Skills Training can be delivered in a format that suits your organisation, team and training requirements. Whether your people negotiate with customers, suppliers, colleagues or other stakeholders, the training can be tailored to suit the types of negotiations they encounter in the workplace.

Every organisation faces different negotiation situations. Talk to us about your team’s challenges and what you would like participants to achieve. We can then discuss the most suitable training option for your organisation.

Schedule a phone call with us.

Delivery options include: