Negotiation:
Why Learn Negotiations ? What is Win-Win negotiation ? Different styles of negotiations, Phases of a negotiation, broad front vs deep penetration. Three crucial variables - Power, Time & Information.
Preparation for Negotiations:
Planning & Preparations, setting goals: Needs, Wants & Desires, finding out about the other parties, different styles and methods to negotiate, Preparation Planner: Negotiating Tool Kit, Negotiating Menu: a check-list for final count-down, BATNA/ WATNA, ZOPA, Preparing for Team Negotiations.
Know Yourself:
What is Your NQ (Negotiating Quotient) ? How do you negotiate? What is your current position and future potential as a negotiator? Do you like to negotiate? Measure your Aptitude & Attitude to negotiations, Top 10 Qualities of a good negotiator.
Towards Mastering negotiations:
Communication techniques, The secrets of body language, Use of Psychology in negotiations, Make a Personal Improvement Plan to be a superior Negotiator.
Logistics of Negotiations:
The Fabric of Negotiations, the form of confrontations, creating the climate, the opening process, conducting the negotiation – Broad Front & Deep Penetration types, process control, how effective negotiations proceed ?
Techniques and Tactics:
Top negotiating techniques, developing your arguing power, how to counter an argument, getting & making concessions, tactics towards agreement, bargaining / haggling / winning a fight or WIN-WIN negotiations, closing the deal, beyond WIN - WIN negotiations.
Plus Case Studies/ Role Plays & , Video Film Discussions