Negotiation Fundamentals

Negotiation Fundamentals

 

Negotiation expert David Ho demonstrates the skills empowered communicators use to achieve mutual benefit at the negotiation table.

 

The course delivers repeatable strategies for negotiating common issues such as setting fees, promoting collaboration, and bringing out the best in those you deal with.

 

Along the way, discover how to use interest-based negotiation, distributive bargaining, diagnostic questioning, and conflict resolution to handle both simple and complex negotiations.

TRAINING SYLLABUS

 

PREPARING FOR A SUCCESSFUL NEGOTIATION

• The six steps in preparing for a successful negotiation

• Defining the two big strategies

• Asking diagnostic questions

• The six steps in preparing for a successful negotiation

• Exploring conflict resolution styles

• Understanding contentious tactics

 

HOW TO NEGOTIATE

• Opening the negotiation

• Framing

• Anchoring

• Simplying concenssions and reciprocity

• Handling a lack of cooperation

 

NEGOTIATION IN ACTION

• Negotiation scenario : Flex time

• Role Play activity


 
 
 
 
 
 

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