A practical guide to the specific
communication techniques that can be
deployed to help you get the best deal
Seminar Objectives
-
To review the
negotiation process in the context of
effective communication
-
To show how to plan
and execute effective negotiations
-
To review and
practice the various techniques that
characterizes the process.
Introduction
In the business environment any kind of
communication can cause problems. In a
competitive environment, one specific form
of communications is vital. Negotiation can
have dramatic effects: does it well and you
can make advantageous arrangements that
boost profit, productivity or benefit you
and your organization in many different
ways. Do it badly, and you risk losing these
advantages – and diluting your personal
credibility too.
This practical seminar
sets out the detail of the negotiation
process in the context of effective
communication, and reviews the individual
strategies and techniques that can be
deployed to make it work. It will:
-
Clarify the structure
of the negotiation process
-
Show how to plan and
execute successful negotiations
-
Review the techniques
– and the ploys – necessary to deploy
appropriate negotiating tactics
Review managing the
process and maintaining control of
negotiating meetings.
Who will
benefit from this course?
The course recognizes
negotiation as a “career skill”, one that
affects personal as well as corporate
success. As such a wide range of managers
and executives can benefit from attendance –
those who must negotiate now (whether with
suppliers, customers, management or staff)
and those who whose future responsibilities
will necessitate sound negotiating skills.
Coverage
Introduction
Negotiating in context –
the nature of negotiation process – the
foundation of effective communication – the
difficulties of “simple” communication and
the ways to make it work – the expectations
and attitudes of those with whom negotiation
is normally conducted.
The link with
persuasive communication
The difference between
persuasion and negotiation – the need to
persuade before you can negotiate – how the
skills of persuasive communication relate to
the negotiation process – implications when
buying/selling is involved - setting up for
negotiation during earlier stages of
communication.
Deploying the
fundamentals techniques of negotiation
Defining the process –
clarifying terms and the financial elements
involved - trading and using variables –
preparation for negotiation (and, if
necessary, rehearsal) – relating to others
and to the adversarial nature of the process
– setting clear objectives and structuring
the meeting.
Negotiating tactics
Conducting the
negotiation – focusing on the core
approaches – managing and controlling the
process – keeping on track – team
negotiation - using techniques to create an
edge.
Getting under way
The dynamics of the
meeting: linking theory and practice –
managing the ebb and floe of the meeting -
reading the signs (reading “between the
lines”) – fine-tuning your approach.
Refining your skills
Using the mechanisms of
interpersonal behavior – using verbal
signals – behavioral techniques, non-verbal
signs and body language – listening and
questioning skills.
Reaching agreement
Setting policy – finding
and settling the format and contractual
basis of a deal.
Learning from
experience
Focusing on key issues –
orchestrating the overall process –
enhancing your approach – producing an
appropriate style – adding real “weight”
where necessary – linking to future (and
ongoing contacts)
Summary – action
for the future.
Method: the
seminar is lecture led and involves
exercises, syndicate work and training films
to exemplify discussions and learning.
Post your comments at
amin@aiminlines.co.th
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