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Workshop
Content
DAY
ONE
Introduction
 Workshop aims &
objectives
Personal
objectives
The Dynamics of Negotiating
Definition
Why &
when to negotiate
Key skills
& behaviours required to be a successful negotiator
Why
negotiations fail
Practical Negotiation Exercise
Participants will conduct a case study driven negotiation
Review and debrief of exercise – Feedback & coaching for improved
performance.
Strategic Decision Making
Emotions
Dilemmas
Psychology
Personal
Styles of Negotiating
Negotiating styles
Implications
Assessing
situation & people
Adopting
right strategy for given situation & people
Process for Effective
Negotiations
Best practice
guidelines for successful negotiations
Research
& planning
Building
strategies
Creating a positive environment
Negotiation
process
Practical Negotiation Exercise Using CCTV
Participants will conduct a case study driven negotiation
Review and debrief of exercise – Feedback & coaching for improved
performance.
Review
& Summary
DAY TWO
Practical Negotiation Exercise
Review & debrief video of negotiation exercise
Negotiation Tactics & Strategies
Negotiation ploys
Counter
measures
Power &
influence
Avoiding
deadlock
Negotiating In Teams
Team dynamics
Team roles
Planning/objective
setting
Practical
Negotiation Exercise
Participants
will conduct a case study driven negotiation
Review and debrief of exercise – Feedback & coaching for improved
performance.
Power & Influence
Who has the power
What
influences who has the power
Power plays
& counter measures
Power sources
Deadlock
Key reasons for deadlock
Avoiding
deadlock
Techniques
to overcoming deadlock
Cultural
Differences
Understanding
cultural differences
Attitudes
& behaviours
Preparing for
multicultural negotiation
Practical Negotiation Exercise
Preparation for negotiation exercise
Review & debrief of exercise - Feedback & coaching for improved
performance.
Summary & Close
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