NEGOTIATING TO WIN
Although people often think of boardrooms, suits, and million-dollar deals when they
hear the word “negotiation”, the truth is that we negotiate all the time. For example,
have you ever decided where to eat with a group of friends? – Decided on chore
assignments with your family? – Asked your boss for a raise? Cooperated with Buyers
and Suppliers? Consulted with Media agencies and media houses?
There are all situations that involve negotiating! This workshop will give participants
an understanding of the phases of negotiation, tools to use during a negotiation, and
ways to build win-win solutions for all those involved.
YOU WILL BE ABLE TO:
Upon completion of the program, participants will understand and be able to
apply the following:
✓ Plan, prepare and conduct win-win negotiations to develop long-term
commitment with other parties
✓ Understand the critical issues that influence the outcome of a negotiation
process
✓ Master effective negotiation skills and maximise value in their negotiations
✓ Negotiate with confidence, develop greater negotiation consciousness and
close business deals efficiently
✓ Develop an effective negotiation strategy that is flexible and appropriate in
various circumstances
METHODOLOGY
Case study discussions
Role plays
Group exercises
Videos
WHO SHOULD ATTEND
➢ Middle – Senior level managers, and all stakeholders who are responsible
for any sort of negotiation in the company
COURSE OUTLINES
Duration: 2 days
Time: 9pm to 5pm
Section 1: Introduction on Negotiation and Negotiation Scenarios
1.1 Negotiation scenarios at workplace/life
1.2 Challenges faced during negotiations
1.3 The nature and types of negotiations
1.4 Traditional versus new negotiation trends
1.5 Communication during negotiation
Learning outcome: What exactly is Negotiation, and when do we use them
Section 2: Stages of Negotiation
2.1 Walking Away or Postponing till later
2.2 Implementing the Resolved Agreement
2.3 Obtaining Agreement and Gaining Commitment
2.4 Negotiating for a Mutually Beneficial (Win-Win) Outcome
2.5 Clarification of Goals
2.6 Discussion
2.7 Preparation
Learning outcome: Understand the 7 stages of negotiation which facilitate better
planning, leading to reached goals
Section 3: The Power of Preparation
3.1 Importance of preparation
3.2 Key factors involved in preparation
▪ Negotiable vs Non-negotiable items
▪ Three levels of objectives
▪ BATNAs
▪ Concessions
▪ Information about other party
▪ Negotiation style selection
3.3 Strengthening bargaining power and BATNAs
3.4 The negotiation preparation checklist
Learning outcome: Preparation is Key in Negotiation – the more the preparation,
the better the outcome
Section 4: The Art of Negotiating
4.1 Selecting the right negotiating style
▪ Conquering
▪ Conceding
▪ Compromising
▪ Collaborating
4.2 Opening, bargaining, closing strategically
4.3 Handling multiple issues
4.4 Handling objections and disagreements
4.5 Counter negation tips and strategies
Learning outcome: Selecting the appropriate negotiation styles according to
needs of the moment
Section 5: Possible Outcomes from Negotiations
5.1 When to Walk Away
5.2 Reaching a Win-Win Conclusion
5.3 Reaching a Win-Lose Conclusion
5.4 Reaching a Lose-Win Conclusion
5.5 Reaching a Lose-Lose Conclusion
Learning outcome: Know the 4 possible outcomes of all negotiations, when each
may be reached, and when to walk away
Section 6: Working Towards Win-Win Solutions
6.1 Making the Opposing Team Feel They Have Gained a Victory
6.2 Thinking that “Solving Their Problem is Their Problem”
6.3 The Assumptions of a Fixed Pie
6.4 Brainstorming
6.5 Broadening Your Options
Learning outcome: See how best to aim win-win outcomes for both parties by
considering the other side
Section 7: Who Has Got the Power
7.1 The Factors that contribute to Power in a negotiation
7.2 Who has the Most Information?
7.3 Who has Other or More Alternatives?
7.4 The Danger of Appearing Desperate
7.5 Stick to Your Gun – Walking Away when you should
Learning outcome: Learn how to go into a negotiation with greater power, and
how to retain as much as possible
Section 8: Mistakes to Avoid When Negotiating
8.1 Not showing the Other Side How Their Needs are met
8.2 Not Asking For What You Want
8.3 Sounding Desperate
8.4 Talking too much
8.5 Giving a Concession without getting something in return
8.6 Focusing on the Wrong Things
8.7 Giving away information
8.8 Not preparing thoroughly
Learning outcome: Work through the most typical mistakes made while
negotiating, and learn how to avoid making them
Section 9: Your Personal Action Plan
