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 :
Our training style addresses knowledge, skills and attitudes through a
stimulating environment that includes :
– Phases of the negotiation process and key steps for each negotiation phase
– Preparing for interests-based negotiations
– Understanding and responding to different negotiation styles
– Attitudes & behaviors of effective and ineffective negotiators
– Negotiation tactics to promote collaboration
– Recognizing and responding to negotiation tactics
– Using common ground to build agreements
– Communication strategies to challenge “positional statements”
– Overcoming negotiation impasses & promoting solutions
– Finalizing agreements and documenting negotiation outcomes
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