Negotiation Training Course, PD Training, Friday, 11. October 2019

The PD Training Negotiation Skills Training Course provides you with practical negotiation techniques that you can use in many contexts and situations. Our negotiation training course is run more like a workshop where you are taught the theory, then break out and work in pairs or small teams to practice the negotiation skills that are relevant to your needs.
In this Negotiation Skills Training course you will learn theory and get the opportunity to apply it to scenarios that suit your specific needs. Learn key skills like how to lay the groundwork for a successful negotiation, choosing preferred locations, identifying the key points you're willing to concede and when to walk away from the bargaining table.
This hands-on Negotiation Skills Training Course is available now throughout Australia, including Brisbane, Sydney, Parramatta, Melbourne, Adelaide, Canberra and Perth.
Learning Outcomes
By the end of this training session, participants will be able to:

Understand different negotiation styles and when to apply them
Understand the dominant negotiation strategies of competition and collaboration
Apply the principles of BATNA and ZOPA when preparing to negotiate
Apply the negotiation process and understand the basis of ‘principled’ negotiation
Discover the difference between interests and positions
Explore the concept of mutual gain
Know how to bargain and close a negotiation
Understand challenges in negotiation and how to overcome them
Apply tips when negotiating by phone or email
Understand the principles of ethical negotiation

Course Outline

Negotiation Training Course - Lesson 1 The Who, When And How Of Negotiation 

What we mean by negotiation
Negotiation Styles
Dominant Negotiating Strategies
Your Personal Style

Negotiation Training Course - Lesson 2 Preparing To Negotiate 

Know your BATNA
The Zone of Possible Agreement (ZOPA)
The Importance of Authority

Negotiation Training Course - Lesson 3 Becoming A Principled Negotiator 

Separate people from the problem
Interests vs Positions
Mutual Gain – growing the pie
Objective criteria

Negotiation Training Course - Lesson 4 Bargaining and Closing 

Distributive and Integrative Bargaining
Negotiation Tactics
Making Concessions
Agreement Finalisation

Negotiation Training Course - Lesson 5 Challenges 

Power in Negotiation
Integrity - The Ethics Test

Negotiation Training Course - Lesson 6 If We Can’t Meet Can We Still Negotiate? 

Telephone Negotiation
Email Negotiation

Negotiation Training Course - Lesson 7 Reflections 

Create an Action Plan
Accountability = Action


Friday, 11. October 2019, PD Training, Negotiation Training Course

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