Introduction
We all operate in an increasingly complex commercial and professional environment that requires us to
negotiate on a daily basis not only with customers, clients, suppliers, and contractor, but also with
managers, fellow employees, and colleagues within our own organization.
This Global Advanced Negotiation Skills training course is designed to explain the negotiation process in
detail and demonstrate how to use it effectively, giving delegates the negotiation skills and strategies they
need to succeed in today’s challenging commercial environment.
Certification
GIPMD (Global Institute Projects Management & Development) certificate will be
issued on successful completion of the course
Curriculum
- 5 Sections
- 40 Lessons
- 5 Days
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- Introduction to Negotiation - The Starting Point for Improvement8
- 2.1Thinking Outside-the-Box
- 2.2Positivity & Negativity and Its Affect on Negotiation
- 2.3Applying a Positive Attitude to the Negotiation Process
- 2.4Proposal Format – simple, focused & logical
- 2.5Placing Yourself Above the Competition with Your Proposal
- 2.6The Psychology of Negotiation – Knowing your Opponents Driving Force
- 2.7The Feel-Good Factor
- 2.8Questioning & Listening Techniques
- Understanding Behavioral Style to Negotiate Better8
- 3.1Knowing and Understanding your own Behavioral Style – Keys to how you negotiate
- 3.2Negotiation Style Assessment
- 3.3Approaches to Negotiation
- 3.4The ‘Win-Win’ and Why it is misunderstood
- 3.5The Two Distinct Approaches to Negotiation
- 3.6Communication Style and the Negotiation Process
- 3.7Adapting to Different Communication Styles
- 3.8Negotiation and Ethics
- Developing a Strategic Approach to Negotiation8
- 4.1A Strategic Approach to Negotiation – Distributive negotiation strategies
- 4.2BATNA, Zone of Possible Agreement
- 4.3Openings, Anchors, Offers and Counter Offers
- 4.4A Strategic Approach to Negotiation – Integrative Negotiation Strategies
- 4.5Sharing Information, Diagnostic Questions & Unbundling Issues
- 4.6Package Deals, Multiple Offers and Post-settlement Settlements
- 4.7Knowing and Maintaining your Sources of Negotiation Power
- 4.8Sales Negotiation Behavior – A Practical Approach
- Interests, Planning and Understanding Body Language8
- 5.1Wants and Needs – The importance of identifying needs
- 5.2Emotional Intelligence and its Role in Negotiation
- 5.3The Importance of Body Language and Non-verbal Behavior
- 5.4What is Body Language and how do we accurately read it?
- 5.5Understanding Thoughts from Body Language
- 5.6How to use your own Body Language to negotiate more effectively?
- 5.7Resolving Disputes – learning to mediate to create better deals
- 5.8Techniques of the Mediator – practical mediation skills to help resolve disputes
- Negotiating with Different Nationalities and Cultures8
- 6.1Face to Face Negotiation – dealing with different cultures
- 6.2British & American
- 6.3Japanese & Chinese
- 6.4French & German
- 6.5Advice for Cross Cultural Negotiators
- 6.6International Team Negotiation Exercise
- 6.7Putting Negotiation Techniques into Practice – putting a deal together
- 6.8Summary Session and Questions
