negotiation skills course
DESCRIPTION
Negotiation Skills Course. Introduction. Introduction Training Norms Agenda Contents Negotiation-Outcomes Definition Positive- Behaviors Negative-Behaviors Successful Nego. Negotiation process Dos & DON’T’s. “You will never go beyond you dreams”. Training Norms. Introduction - PowerPoint PPT PresentationTRANSCRIPT
Designed, prepared & provided By: ITDA group
Negotiation Skills Course
Designed, prepared & provided By: ITDA group
Introduction
“You will never go beyond you dreams”
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
Designed, prepared & provided By: ITDA group
Training Norms Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
Designed, prepared & provided By: ITDA group
Agenda
To be set with course members
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
Designed, prepared & provided By: ITDA group
Contents
Negotiation process different outcomes
Negotiation definition
Dos & don'ts
Negotiation Process
Positive negotiators Behaviors
Negative negotiators Behaviors
Successful Negotiators
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
Designed, prepared & provided By: ITDA group
Different Outcomes
Task done
Relationship Maintained
Relationship Not Maintained
Task Not done
Win-WinNo Agreement
Lose-Lose
Win-LoseLose-Win
Compromise
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
Designed, prepared & provided By: ITDA group
Negotiation Definition
- Seeking an agreement
- Is a process
- Between two parties or more
- Having an area of common
interest - Having different objective
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
Designed, prepared & provided By: ITDA group
Positive Negotiation Behaviors
Summarizing
Focusing on the problem
Active listening
Clarifying
Sharing needs & interests
Questioning
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
Designed, prepared & provided By: ITDA group
Positive Negotiation Behaviors
Acknowledging efforts
proposing solutions
Establishing common ground
Seeking solutions
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
Designed, prepared & provided By: ITDA group
Negative Negotiation Behaviors
Blocking/difficulty stating
Shutting out
Defending / Attacking
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
Designed, prepared & provided By: ITDA group
Successful Negotiators
Willing to invest time & trouble in careful research and analysis of issues
Sensitive to the needs of the other party
Committed to a WIN-WIN philosophy
Have tolerance for conflict
Ability to identify “Bottom line” issues quickly
Good listeners
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
Designed, prepared & provided By: ITDA group
Successful Negotiators Demonstrate high degree of patience
Have a high tolerance for stress
Don’t respond to attack or ridicule
Avoid self-praise during negotiation
Ask more questions
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
Designed, prepared & provided By: ITDA group
Negotiation Process
Planning Set
climate Issues Bargaining Settle
Review
- Planning- Prep
-Msg exchange-Comm. Intent- Background
-Identify issues- Lock your opponent
- Negotiate- provide alternative solutions
- Settlement- Gain Verbal commitment
- Evaluate- Improve
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
Designed, prepared & provided By: ITDA group
Dos & DONTsDos: Be Prepared to propose alternatives, don’t take positions
Be Calm and control your emotions
Always appear reasonable
Keep control of the conversation
Be courteous
Distinguish between major points & Details
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
Designed, prepared & provided By: ITDA group
Dos & DONTsDONTs: Compromise your objectives
underestimate your customer
Make assumptions
Treat it as a WIN-Lose
Score points
Over react
Get personal
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
Designed, prepared & provided By: ITDA group
Dos & DONTsDONTs: Make “Good Will” concessions
over commit
Negotiate if you don’t have to
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
Designed, prepared & provided By: ITDA group
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