Negotiation Skills Certification Workshop
description
Curriculum
audience
Negotiation Skills Certification Workshop
Negotiation Skills Certification Workshop
This negotiation skills course combines theory and practical exercises, including role-plays and simulations, to develop participants’ abilities from basic principles to complex scenarios, enhancing their professional and personal effectiveness.
Course Highlights
- Foundational to Advanced Techniques: Participants will learn a broad spectrum of negotiation tactics, from basic strategies to advanced skills for complex and high-stakes negotiations.
- Interactive Learning Environment: The course includes numerous role-playing scenarios, simulations, and case studies, providing hands-on experience that reinforces theoretical learning and enhances practical skills.
- Psychological Insights: Explore the psychological aspects of negotiation, including how to understand biases, use emotional intelligence, and apply psychological tactics to influence outcomes positively.
- Conflict Resolution: Gain skills in resolving conflicts during negotiations, learning how to turn confrontational scenarios into opportunities for agreement and collaboration.
- Cross-Cultural Negotiation: Address international and cross-cultural considerations, preparing participants to negotiate effectively across diverse cultural contexts.
- Ethical Negotiation Practices: Discuss the ethical dimensions of negotiation, ensuring participants can uphold integrity and fairness while achieving optimal negotiation outcomes.
Course Curriculum
Below is the module-by-module breakdown for each day of the 5-day program:
Module 1
- Day 1: Foundations of Negotiation
- Morning Session (4 hours)
- Introduction to Negotiation: Understanding the basics and importance of negotiation in professional and personal contexts.
- Types of Negotiation: Distinguishing between distributive and integrative negotiation and when to use each.
- The Negotiation Process: Steps and stages of a typical negotiation.
- Afternoon Session (3 hours)
- Essential Negotiation Skills: Communication, listening, and questioning techniques.
- Role-playing Exercise: Simple negotiation scenarios to apply basic concepts and skills.
Module 2
- Day 2: Strategies and Tactics
- Morning Session (4 hours)
- Preparing for Negotiation: Setting objectives, understanding BATNA (Best Alternative to a Negotiated Agreement), and knowing your reservation point.
- Power and Persuasion in Negotiation: Exploring sources of power and persuasive tactics to influence outcomes.
- Afternoon Session (3 hours)
- Negotiation Tactics: Common tactics used in negotiation and how to counter them.
- Practical Activity: Participants engage in negotiation exercises focusing on tactics and counter-tactics.
Module 3
- Day 3: Psychology in Negotiation
- Morning Session (4 hours)
- Psychological Aspects: Understanding biases, emotional intelligence, and cognitive distortions that affect negotiations.
- Building Relationships and Trust: Strategies to foster collaboration and build long-term relationships in negotiation.
- Afternoon Session (3 hours)
- Case Study Discussion: Analyzing complex negotiation cases to identify psychological factors and relational dynamics.
- Simulation: Role-playing a negotiation with a strong psychological and relational component.
Module 4
- Day 4: Complex Negotiations and Conflict Resolution
- Morning Session (4 hours)
- Handling Difficult Negotiations: Strategies for negotiating under pressure, including conflict resolution techniques.
- Multilateral Negotiations: Managing negotiations involving multiple parties.
- Afternoon Session (3 hours)
- Negotiation Simulation: Participants handle a simulated complex negotiation involving multiple stakeholders.
- Debrief and Feedback: Review techniques used, outcomes achieved, and learning points from the simulation.
Module 5
- Day 5: Practical Application and Mastery
- Morning Session (4 hours)
- International and Cross-Cultural Negotiations: Understanding and managing cultural differences in negotiation strategies and practices.
- Legal and Ethical Considerations: Navigating the legal and ethical landscape in negotiations.
- Afternoon Session (3 hours)
- Final Negotiation Exercise: Participants engage in a comprehensive negotiation scenario incorporating elements from the entire course.
- Course Review and Feedback: Consolidating skills learned, discussing continuous improvement, and how to apply these skills in real-world situations.
Audience
Negotiation Skills Certification Workshop
This course layout ensures a progressive build-up of negotiation skills from basic principles to complex scenarios, integrating theory with substantial practical engagement through exercises, role-plays, and simulations. Participants will leave with a robust understanding of negotiation techniques, ready to apply them effectively in their professional and personal lives.
- Sales Representatives: Closing deals and maximizing value.
- Procurement Managers: Negotiating contracts and procurement terms.
- HR Professionals: Bargaining employment terms and resolving conflicts.
- Lawyers: Advocating and negotiating in legal settings.