Why use this programme?

Do you find that people sometimes seem to behave unreasonably despite your best efforts? How do you deal with negotiators from other cultures or who seem to have totally different values to you? What do you do to avoid being the loser when you find the other party using dirty tactics?

This programme builds on the skills, models and techniques discussed in the Effective Negotiation Skills programme to examine and explore techniques to deal with some of the most difficult situations that arise during negotiations.

AIMS – an overview of the purpose of the programme

To provide the tools and techniques to enable participants to build on their learning from the Negotiating Effectively workshop so as to:
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• Become more sensitive to the non-verbal aspects of what is going on during a negotiation.
• Prepare more effectively.
• Deal with diverse situations through recognising ways in which other parties differ in outlook, values and behavioural norms.

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OBJECTIVES – the specific learning outcomes for participants

By the end of the workshop, participants will be able to:
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• Identify how others perceive them and plan action – if necessary – to improve that perception.
• Apply a behavioural framework to interpret the verbal and non-verbal signals from the other party during a negotiation and demonstrate how to respond in a win-win way to a range of signals.
• Identify a range of elements of diversity in negotiators and identify the dimensions of diversity generated by cultural differences and the impact they are likely to have on the way the negotiation is conducted.
• Describe win-win ways of handling a range of “dirty” tactics that might be employed on them by non-principled negotiators.
• Describe the sources of power for negotiators and in given situations assess their power in relation to the other party.
• In given simulated situations, demonstrated the use of the skills and techniques covered on both programmes to resolve the issues involved to the satisfaction of all parties.

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This programme assumes that the Effective Negotiation has been completed.
Several articles on negotiating can be found here.

Duration: 3 Days