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COURSE : Collaborative Negotiation Training
How can you best negotiate outcomes when you encounter disagreement or conflict in your work? A collaborative approach to negotiation makes a real difference by directing attention towards solutions and positive relationships.
The training course is based on the principle of collaborative negotiation. This reflects the value of building cooperative relationships and trust with stakeholders for long-term sustained agreements. Negotiation is viewed as a process with three elements :
Influencing another person’s behaviors and ideas
Building or changing relationships and
Establishing terms for agreement and co-operation
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Our training style addresses knowledge, skills and attitudes through a
stimulating environment that includes :
Case scenarios from participants’ own work.
Evaluation of negotiation styles.
Negotiation observation and practice.
The Negotiation Process.
Awareness of Negotiation Styles and Behaviors.
Negotiation Tactics and Collaboration.
Communication Skills and Reaching Agreement.
The Negotiation Process
– Phases of the negotiation process and key steps for each negotiation phase
– Preparing for interests-based negotiations
Awareness of Negotiation Styles and Behaviors
– Understanding and responding to different negotiation styles
– Attitudes & behaviors of effective and ineffective negotiators
Negotiation Tactics and Collaboration
– Negotiation tactics to promote collaboration
– Recognizing and responding to negotiation tactics
– Using common ground to build agreements
Communication Skills and Reaching Agreement
– Communication strategies to challenge “positional statements”
– Overcoming negotiation impasses & promoting solutions
– Finalizing agreements and documenting negotiation outcomes
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