Negotiation Skills, Influence, and Persuasion

This course is ideal for professionals in leadership, sales, procurement, project management, HR, and anyone looking to enhance their negotiation skills. It is particularly valuable for those involved in complex negotiations or working in multicultural environments.

Unit 1: Introduction to Negotiation – The Starting Point for Improvement

• Thinking outside the box to create negotiation opportunities.
• The impact of positivity and negativity on outcomes.
• Adopting a constructive stance in negotiations.
• Structuring proposals to stand out.
• Understanding psychology and motivations in negotiation.
• Using questioning and listening techniques effectively.

Unit 2: Understanding Behavioral Style to Negotiate Better

• Identifying and leveraging your negotiation style.
• Assessment of different negotiation styles.
• Misconceptions of win-win scenarios.
• Cooperative vs. competitive negotiation approaches.
• Adapting communication styles for better outcomes.
• Ethical considerations in negotiation.

Unit 3: Developing a Strategic Approach to Negotiation

• Distributive and integrative negotiation strategies.
• Understanding BATNA (Best Alternative to a Negotiated Agreement).
• Dynamics of offers, counteroffers, and anchors.
• Leveraging negotiation power strategically.
• Using diagnostic questions and unbundling issues.
• Package deals, multiple offers, and post-settlement settlements.
• Sales negotiation behaviors.

Unit 4: Interests, Planning, and Understanding Body Language

• Identifying wants and needs in negotiation.
• Emotional intelligence in influencing negotiations.
• Importance of body language and non-verbal cues.
• Reading body language to understand thoughts.
• Using body language to negotiate effectively.
• Mediation techniques for dispute resolution.
• Practical mediation skills for better deals.

Unit 5: Negotiating with Different Nationalities and Cultures

• Face-to-face negotiations across cultures (e.g., British, American, Japanese, Chinese, French, German).
• Context-specific advice for negotiating with various nationalities.
• Cross-cultural negotiation exercises.
• Synthesizing negotiation techniques to craft effective deals.