Overview
This two day workshop is focused on setting in place principles for the development of robust negotiation skills. it will provide you with tools to promote effective negotiation communications and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.
Enabling objectives:
- Define negotiation and Identify steps for proper negotiation preparation.
- How to negotiate effectively with different personality styles.
- Define principled negotiation and identify the four steps in the negotiation process.
- Learn bargaining techniques and strategies of inventing options for mutual gain and move negotiations from bargaining to closing.
Who is this course for?
Outline of topics:
The 4 Step creative problem solving and decision making process
Module 1 : Introduction to negotiation
Identify the qualities of successful and unsuccessful negotiators.
Define negotiation and provide examples of when you have negotiated in and outside work.
Identify a negotiation situation you will practice during class.
Module 4: Preparing for negotiation
Identify fears and " hot buttons " as well as strategies to overcome them.
Identify areas to research on your side and on your opponent's side.
Define your BATNA (best alternative to a negotiation agreement), WATNA (worst alternative to a negotiation agreement), WAP (walk away point) and ZOPA (zone of possible agreement).
Skill practice: Prepare for your personal negotiation situation.
Module 7: Handle opposition
Explain strategies to bring your opponent from NO to YES.
Identify strategies to deal with negative emotions.
Module 2: Personality types
Explain the benefits of knowing personality styles.
Explain the behaviors as well as the strengths/weaknesses of each personality style.
Identify your own personality style.
Identify how to work more effectively with each personality style while negotiating.
Module 5: Opening the negotiation
Explain how to create a positive first impression.
Explain the importance of "small talk" and finding common ground in negotiation.
Explain how setting ground rules can influence a negotiation.
Identify important negotiation ground rules.
Module 8: Close the negotiation
Explain how to move from bargaining to closing.
Explain the closing process.
Practice your personal negotiation situation and get feedback from other participants.
Module 3: Personality types
Explain how to choose a negotiation strategy based on relationship and results.
Define positional bargaining.
Identify the differences between " Soft" and " Hard" negotiating.
Define principled negotiation.
Identify the four steps in the negotiation process.
Module 6: Exchange information and bargain
Explain how to initially exchange information.
Identify contingency plans for unfavorable situations.
Explain bargaining techniques.
Explain strategies for inventing options for mutual gain.
Competitive review game - A Power Point Review Game Show for a high energy ending & to recap the covered training materials.
Our Clients
"Scitron's programs provide comprehensive information in a visually interesting format. Participants benefit from interactive activities that reinforce the content and making learning fun."
Jeanne Parks
Trainer & Business consultant, USA"I have purchased the 3 training programmes of the Complete Communications Excellence Series. I consider that the GBP 99 cost represents excellent value for money and the materials are of a high quality...
Alan Lloyd
Team Leader, EU Support to Civil Society"Just a short note to say that since purchasing a course from yourselves, I tried 2 other vendors' courses (from U.K.) and regret wasting money on them, as their materials seemed as if a ten year old had cobbled them...
Kevin Lawrence
Dubai, UAE“I’m very impressed with the quality and professionalism of these training programmes. The content is structured and delivered in such a way as to facilitate a positive learning experience for the participants...
Katelyn Johnson
Trainer, Johannesburg, South Africa"The workshop is very well constructed, in a logical sequence and the content encompasses all the latest ideas and research. Ultimately a fantastic workshop to either deliver or participate in."
Nige O'Shea FIMI
Professional Inspirations Ltd. UK"Scitron have worked hard to create a totally tailored training solution for Mobile Telephony retail managers and sales teams. By creating high impact visuals and with varied and intelligent use of multi media visuals...
Craig Hines
innov8 Performance Limited, UK"In Sales training, Scitron’s ability to identify the specific areas of skill gap and build a program that directly addressed those gaps is very professional. That, coupled with the dynamic training events...
Tarek Fahmy
Trainer & Consultant, Dubai, UAE"I loved all the activities that helped me achieve a high level of interaction and energy keeping participants engaged . all the activities, ice breakers and case studies that achieved a fun learning environment...
Abir Zahra
Freelance trainer and consultant, Egypt"I have purchased the time management package and I found it really easy to customize to meet my training requirements. The sequence of content was very conducive to life -long learning...
Imad AL-Husami
Trainer and ConsultantWhat does the instant download package include exactly?
For random slide samples, Click thumbnails below for larger images.
For random trainer guide samples, Click thumbnails below for larger images.
For random workbook samples, Click thumbnails below for larger images.
What does the instant download package include exactly?
- Trainer Guide (80 Pages).
- Student workbook (115 Pages).
- Slide deck (91 slides).
- Personality type assessment questionnaire.
- Training support documents (Training evaluation forms, 5 certificate templates, program outline).
Plus a Big Bonus!
22 activities to use with other training programs & training materials you have.
Power Point Review Game: Review the training materials you just covered and watch excitement rise as participants compete to answer questions in a series of exciting rounds.
That’s not all, The Power Point game is fully customizable so you can easily change the questions and create other versions and other games for other training courses and training materials you teach.
| Receive all source files instantly in MS Office format |  |
Why buy our courseware packages?
Big Value for money
Fully customizable
Easily add to your own materials
Exercises, Games & activities to enliven and spirit-up your training delivery
End your training with a fun & competitive review exercise
Each of our training packages includes a great bonus Power Point game show that was designed to be the grand finale of your training program and keep your participants engaged to the very end. Just split your participants into teams and watch excitement rise as they compete to answer questions around your training materials for an excellent and fun way to review, recap and improve retention of the training materials covered.
Download and get it instantly
Instantly download and get your training package immediately. After purchasing off our website you immediately get a link to download everything in a zipped file.
Fully Editable and customizable
No restrictions, full freedom to use
MS office format
Packed with activities , games and exercises
Very well organized and structured design documents
Engaging power point slide deck
Step by step comprehensive trainer guide
Competitive fun games and activities
Complete training course material package with all you need to run a great training including evaluation forms and certificates for participants.
Downloadable immediately
Get original source files
Engaging Innovative content
Based on latest training models and concepts
Specific job aids and useful forms to use back on the job (Selected training courses )
High impact visuals
Training materials that helps you create an engaging learning environment
Assessment tools (Selected training courses)
All documents in MS office format including trainer guide, slides, workbook, activity and exercise sheets and additional support tools.
Make Your Training "STICK"
One of the best ways to make training “stick” is to allow time for participants to review material that has been presented. In fact, material that has been reviewed by participants is five times as likely to be retained as material that has not. Reviewing allows participants to “save” the information in their brains. a great technique that promotes review is to always end your training program with a competitive review game, It's fun great way to end your training on a high note and at the same time give a great wrap up and reminder of all the learning points and key concepts of the training and can help you gauge how effective the learning process was.
Easily Add Fun, Excitement & Competition To Your Class
Our Clients
"Scitron's programs provide comprehensive information in a visually interesting format. Participants benefit from interactive activities that reinforce the content and making learning fun."
Jeanne Parks
Trainer & Business consultant, USA"I have purchased the 3 training programmes of the Complete Communications Excellence Series. I consider that the GBP 99 cost represents excellent value for money and the materials are of a high quality...
Alan Lloyd
Team Leader, EU Support to Civil Society"Just a short note to say that since purchasing a course from yourselves, I tried 2 other vendors' courses (from U.K.) and regret wasting money on them, as their materials seemed as if a ten year old had cobbled them...
Kevin Lawrence
Dubai, UAE“I’m very impressed with the quality and professionalism of these training programmes. The content is structured and delivered in such a way as to facilitate a positive learning experience for the participants...
Katelyn Johnson
Trainer, Johannesburg, South Africa"The workshop is very well constructed, in a logical sequence and the content encompasses all the latest ideas and research. Ultimately a fantastic workshop to either deliver or participate in."
Nige O'Shea FIMI
Professional Inspirations Ltd. UK"Scitron have worked hard to create a totally tailored training solution for Mobile Telephony retail managers and sales teams. By creating high impact visuals and with varied and intelligent use of multi media visuals...
Craig Hines
innov8 Performance Limited, UK"In Sales training, Scitron’s ability to identify the specific areas of skill gap and build a program that directly addressed those gaps is very professional. That, coupled with the dynamic training events...
Tarek Fahmy
Trainer & Consultant, Dubai, UAE"I loved all the activities that helped me achieve a high level of interaction and energy keeping participants engaged . all the activities, ice breakers and case studies that achieved a fun learning environment...
Abir Zahra
Freelance trainer and consultant, Egypt"I have purchased the time management package and I found it really easy to customize to meet my training requirements. The sequence of content was very conducive to life -long learning...
