Successful Negotiating

“In a negotiation, we must find a solution that pleases everyone, because no one accepts that they must lose and that the other must win… Both must win!”

– Nabil N. Jamal

This negotiation program teaches Principled Negotiation where the focus is on separating the people from the problem, and on ‘Interests’ and not ‘Positions’. This form of negotiation is of value for both negotiating parties, when equal value is placed on achieving an acceptable outcome, and retaining or building the relationship between the parties.

Expected Outcomes

• Learn the three different styles of negotiation and how to choose the best style to achieve your goal.
• Learn how to negotiate successfully while retaining or building relationships.
• Learn five different ways to enter into a negotiation.
• Learn how to identify and focus on ‘Interest’ and not ‘Positions’.
• Learn how to prepare for negotiations successfully.
• Learn how to identify the settlement range for both parties.
• Learn how to plan your proposal.
• Learn how to debate and bargain successfully.
• Learn how to achieve your outcome
• Explore and assess yourself against the thirty-three characteristics of poor negotiating.
• Explore and assess yourself against the seventeen primary characteristics master negotiators.

Topics Covered

• Performance Management Framework
• Different styles of negotiation
• Pitfalls of negotiation
• Stages of negotiation (including Preparation, Proposal, Debate, Bargaining and Closing)
• Negotiation skills (including dealing with ploys, dealing with unhelpful behaviour and using and dealing with gambits)
• Characteristics of master negotiators