PROGRAMME OVERVIEW
Everyone negotiates! One key factor that contributes significantly towards an organisation’s success is its people’s ability to negotiate effectively – with internal customers, external customers, suppliers, and stakeholders. This programme, known as the Negotiation for Success Course Singapore, is designed to equip participants with competencies that will enable them to work cohesively towards achieving higher productivity and personal and organisational goals.
TARGET AUDIENCE
Managers and Staff
LEARNING OBJECTIVES & OUTCOMES
- Understand the concept and basic principles of negotiation
- Learn the impact of individual personality on negotiation styles
- Understand the negotiation process
- Learn and apply tools and techniques for effective negotiation
- Apply interpersonal skills to influence a ‘win-win’ outcome
- Know when to apply ‘lose-win’ strategy to achieve negotiation success
- Confidently handle difficult people, difficult situation and negotiation breakdowns
DURATION
1 day/2 days
CONTENTS
I. Applying the Basic Principles in Negotiation
- Understanding the goal of negotiation
- Types of negotiation – internal and external
- Focusing on need, not position
II. Understand Characteristics of Negotiation
- Inherent feature of conflict
- Influencing assumptions and expectations
- Negotiation styles and roles
- Balance of power
III. Using Key Interpersonal Skills
- Listening skills and reading body language
- The power of questions
- Handling breakdowns, difficult people and situations
IV. Setting the Goal of Negotiation
- Openness and trust
- Influencing a ‘win-win’ outcome
- Applying ‘lose-win’ strategy for overall success
V. Managing the Negotiation Process
- Preparing to negotiate
- Making proposal
- Debating and Bargaining
- Closing
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