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MINDtalk phone: +47 957 66 460
Kingos gate 17 email: mindtalk@email.com
0457 Oslo web: www.mindtalk.no
Norway
The Negotiation Skills Workshop
This workshop is designed for participants who have a little or no experience with negotiations. The objective is to give participants the knowledge and confidence to enter a negotiation setting whether it be an issue that needs to be settled, a conflict that needs to be resolved, or a deal that needs to be agreed on.
Many people tend to see negotiations as a high-powered meeting where tactics and counter tactics are used. In a majority of cases, this simply is not the case. What most people experience on a day-to-day basis is two parties sitting down to work out an agreement. Whether we negotiate with business partners, clients, suppliers, colleagues or family members, the success of outcomes depends entirely on our understanding of the negotiation and communication process.
Workshop Sections and Contents
The What’s and Why’s
Participants will be introduced to 6-principles of
negotiations and to the two-distinct levels of
almost any type of negotiation situation
Participants will fill out a short questionnaire to
help them to better understand how they
typically approach a negotiation and
conflict situations.
They will then be introduced to the 5-different styles
of approaches; the thinking behind each approach, the
strategies frequently associated with the style, when the particular style works best, and finally how to counter or react to the certain style
The Preparation Stage - to a large extent the level of success in negotiations is usually determined by the extent and depth of the preparation
Participants are made aware of the key points that need to be prepared for nearly any type of negotiation situation; people and positions, key issues, setting 3-types of targets, calculating a range of agreement, deciding on a fall-back position (BATNA), determining interests (mutual, conflicting and individual), learning to question and support critical assumptions, determining concessions and their value
A series of sheets and templates are provided to help participants to systematically prepare for negotiations in a straight-forward and effective manner
The Communication Skills
Communication by words, tone, and body language will be discussed and practiced as well as identification of practical conflict resolution strategies and how to avoid the “conflict spiral” that many negotiators fall victim to
Learning the skills of Reflective Questioning and Reflective Listening to discover the needs and interests that underly demands and positions
Discussions and practical exercises assist the group in communicating during negotiations
The Meeting Stage
Opening Strategies - this part will consider when it is appropriate to make the opening bid, who should be first to make the opening bid, how large or small the opening bid should be, when to anchor a bid, when to move beyond the opponents anchored bid, how to counter-offer and other relevant issues
Concessions - is the currency of any negotiation and participants are instructed on the best strategies to use when making and receiving concessions (concessions are intricately linked with Influence Strategies)
Influence Strategies (Tactics) - this section will leverage the science and psychology of influence to persuade others about the merits of a case, and to help overcome peoples reasonable objections and also their close mindedness
Dealing with Conflict - it is almost inevitable that some type of conflict will arise during the negotiation process and this section addresses the psychology of dealing with and moving beyond conflict by teaching specific, step-by-step communication skills to help resolve the situation
Tackling Deadlock - deadlock arises when it seems that the negotiations have stalled and participants are taught a series of strategies and alternatives to help them and others move forward
Negotiation Case Studies
A variety of case studies are used in one-on-one and team-settings to replicate the realities of a typical negotiation environment
Duration of Workshop and Number of Participants
The workshop has been designed to be conducted for one day.
The ideal number of participants is between 10 to 14, due to the individual focus this type of workshop and exercises
