Target Population: Any
employee who needs to negotiate
Group Size: Up
to 16 participants
Length
of Program: Two
Days
Course
Format: Theory
and models of negotiation...
Job-related audience
analysis... Message
structuring and
presentation...
Negotiating role
plays and simulation...
Constructive feedback.
The Need
Individuals who can't negotiate with
their bosses, peers, subordinates, clients, and customers
won't be productive for themselves – or their company.
This inability to negotiate often produces arguments, friction,
power struggles, and other non-productive activities.
Objectives
• To analyze and
evaluate variables involved in the negotiating process
(credibility, audience, topic, message, environment)
• To alter the opponent's expectations through non-manipulative
logic and power
• To plan, organize, and execute a psychological strategy of
presenting positions
concerning key issues.
• To develop and refine negotiating skills, applying them to job-related
experiences
Program Content
• Audience analysis techniques
• How to use environmental conditions to influence
• Message-structuring strategies
• Source credibility enhancers
• Negotiating techniques and strategies
• How to create win/win scenarios
• Effective nonverbal communications
• When to stall and when to press an issue
• How to compromise
• How to avoid being trapped in a win/lose situation
BACK
TO
Sales and Persuading Skills
