

Course Aims
Negotiation is a learned skill and most effective tool of managers to ensure efficient situation management and optimization. The difference between satisficing results and optimization is that of good negotiation skills. Negotiation skills are a sum of number of interpersonal and professional skills developed over a period of time, brushed up and mastered with constant exercise and practice. Good negotiators are usually people with deep knowledge and understanding of human behaviors, environment, social structure, variables, stakeholders management and skills of creating constant space to nurture negation process unless desired results are achieved.
This workshop is designed to help participants in understanding the tools and techniques required to manage a successful negotiation process. Each mentioned skill will be demonstrated with practical exercises, real life cases studies, simulation exercises and pretend play and games.
Why is this program different?
This workshop is highly practical, interactive and engaging. The uniqueness of this training program is that it carries skills detailing all concepts required during the negotiation process in detail with example for future reference of the participants along with formats, exercises, case studies, explanation of situations and their various outcomes.
Course Outline
Creating Negotiation Paradigm
- What is Negotiation Paradigm
- Placing Variables & Constraints on a Chess Board
- Establishing Causes & Objectives of Negotiation Process
- Stakeholders Identification & Mapping
- Developing Zone of Possible Agreement (ZOPA)
- Targeting Outcome & North Star
- Double Checking Toolkit
- Ensuring Sufficient Homework
- SWOT Analysis
Alternative Establishment Evaluation Process
- Difference Between Options & Alternatives
- Agreement Bias
- Alternatives Establishment Techniques & Option Evaluation
- Simulation
- What if Analysis
- Decision Tree
- Fish Bone Diagram
- Sensitivity Analysis
- Creating A Value Table Chart (VTC)
- Cognitive Skills & Emotional Intelligence
- Managing Temptations
- Dynamic Effect of Precision & Clarity
- Crating Leverage Through Creativity
Negotiation Closing Skills
- Ensuring a Safe Landing
- Reaching Consensus
- Managing Terms of Contracts
- Contingency Planning & Management
- Post Settlement Settlement (PSS)
- Managing Uncertainties & Trouble Shooting
- Exercises
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Writing skill contest of drafting suitable contract as end result of negotiating process.
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- Case Study
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A Post negotiation contract administration related case study focusing on disaster resulted due to poor negotiation process from the both sides.
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- Situation
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An interesting exercise of “Post Settlement”
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Setting Objectives & Zone of Possible Agreement (ZOPA)
- Understanding Expectations and Desired Outcomes
- Devising Outcome Based Negotiation Strategy
- Evaluating Five Possible Win Loose Outcomes & Their Effects
- Managing Goal Post Safety
- Configuring Terms with Corporate Objectives & Policies
- Identification of Freezing Zones and No Go Areas
- Concession Thresholds, Patterns & Magnitude
Negotiator Toolkit
- Managing Negotiation Inventory
- Avoiding Winners Curse Situation
- Creating Strength, Power, Interest & Effectiveness
- Creating Value in Negotiation Process
- Heading Towards Target Points & Anchoring Techniques
- Reverse SWOT Analysis
- Sending Cold Wave Shocks
- Lateral Thinking as Tool of Effective Negotiation
- Collaborative Approach to Negotiation
- Multiple Equivalent Simultaneous Offers (MESO)
- Log Rolling Techniques
- Exercises
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An interesting exercise of creating and evaluating Multiple Equivalent Simultaneous Offers (MESO) which all will have an indifferent outcome for the company.
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- Case Study
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Case Study based on detailed step by step process of long and cumbersome negotiation process, a worth learning.
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- Situation
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An interesting exercise on “Winners Curse” situation.
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Course Materials
It is very important to analyze the need for Training along with the level of knowledge you require. This session give you a liberty to choose the modules you need, discuss it with the trainer how you want to be delivered, decide the place at your convenience and allocate number of hours to solve your problem. This does not include any development as a consulting but will include solution if you are facing a particular problem.