Win-win Negotiation Skill - 2days

Win-Win Negotiation Skill

Background

Negotiation skill is the advanced communication skill. The purpose of the negotiation is to create the result of win-win, to create higher value from both parties. Therefore, the negotiation is not a simple exchange or price-cutting, but a partnership mode to create a set of solution. That means the model is to grow the pie, not split the pie.

Negotiation skill is applied at the moment when the consensus cannot reached. Because of the nature of the negotiation skill, it can apply to lots of scenarios, including among departments, colleagues, suppliers, even in family.

Preparation is the key factor for the successful negotiation. Hence, it will take almost one day for the first day of the course. The next day will focus on the negotiation skill in action. The preparation is start from the fundamental concept, to give participants the idea what is the decision making process from3020695361315 counterpart in rational and emotional. For the negotiation case, will be selected by participants themselves. That means they can apply what they learned right after the class. There will be a planner for the class to prepare the negotiation.

Learning Process

There will have different learning activities for the following topics:

Fundamental concept of the win-win negotiation

Preparation before the negotiation

Opening

Position and benefit

Develop the alternative plan together

Conclusion

Benefit of the program

After the program, the participants will learn:

Theory and principles of the negotiation

The process to create win-win negotiation

To resolve the misunderstanding

Well prepare for the negotiation

Avoid the pitfall in the negotiation

Search for the best alternative

Principles for the preparation

Source the stacks for the negotiation

Psychology of negotiation

Proper opening to create trust

Find out the benefit behind the position

Tactics for the negotiation

Skill to get commitmentModule

Outline

Time (m)

Activity

Introduction

Opening by host

Ice breaking

Ground rules

Overview of the program

Activity: What is the challenge?

30

Lecture

Small game

Group discussion

Module 1

Basic Concept

Objective: Overview of the concept of the win-win negotiation

Purpose of the win-win negotiation

Decision process of counterpart

Process to create win-win negotiation

Rumor and pitfall

Activities:

What is win-win

What is the negotiation

120

Lecture

Demo

Group discussion

Module2

Preparation

Objective: To prepare the negotiation by the planner

What is the best alternatives

The categories and principles of alternatives

How to develop the plan B

How to find workable standard

Power and stack

How to calculate the value of stack

Activities:

Negotiation plan

180

Lecture

Demo

Group discussion

Use the negotiation planner

Trio role play

Module 3

Opening

Objective: To create the positive atmosphere for the win-win negotiation

Psychology of negotiation

Draft the opening to create the mutual trust

Develop the agenda together

Activity: Role play

90

Lecture

Demo

Group discussion

Use the negotiation planner

Trio role play

Module 4

Position and Benefit

Objective: Discover the benefit behind the position

Position and benefit

Types of question

Distinguish the position and benefit

Activity:

Case study: Mission impossible

Role play

180

Lecture

Demo

Group discussion

Use the negotiation planner

Trio role play

Module5

Develop the solution

Objective: Negotiation tactics from each party

State the advantage of the solution

Develop the solution together

10 safe tactics

20 flexible tactics

Activity: role play

120

Lecture

Demo

Group discussion

Use the negotiation planner

Trio role play

Module 6

Closing

Objective: lead the conclusion for closing

Final assessment

Setup the expectation

Question to win commitment

Activity: role play

60

Lecture

Demo

Group discussion

Use the negotiation planner

Trio role play

Break: 15 minutes of session for AM/PM

Lunch time: 1 hour

Total Training Time (hour)

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