NEGOTIATION SKILLS

 

Scope

The give & take exercise of negotiation is deemed a success when both the parties involved leave the table feeling positive, good & as winners. A blend of skill, knowledge, gut feeling, personal benchmarks, patience, ability to influence & persuade, makes negotiation a highly subjective, yet a crucial skill to have at all levels. In this workshop the participants explore various negotiation tools and their application.

​

Tools

• SWOT Analysis

• BATNA & Negotiation Matrix

• Integrative vs. Distributive Negotiation theory

• Activities & role plays

 

Outcomes:

• Know what drives them and how much are they willing to stretch – as a prelude to starting the negotiation skills.

• Explore their own ‘hunger for success’ through a quick self SWOT – this ultimately drives the quality of negotiations

• Understand your own BATNA (Best Alternative To Negotiated Agreements) – and explore the role it plays while negotiating

• Build the skill around preparing for a negotiation – by defining the goals, alternatives, targeted outcomes, relationships, consequences etc.

• Know the advantages of Integrative Negotiation vs. Distributive Negotiation – and how can one create a ‘win-win situation’

• Know what is a Negotiation Matrix and how does one use it for the ‘Bargaining Strategy’

• The role of ‘Distributive Bargaining’ – negotiating when both the parties can’t win

• Build persuasion as a key negotiation tool – A combination of logic, emotions, bargaining & compromise based on intuition & influence

• Understand the use of non-verbal communication in a negotiation scenario