Influencing & Negotiation Skills

Achieve Win-Win Outcomes.

This 2-day workshop provides a systematic approach to effective negotiations, empowering participants to build sustainable business relationships and achieve mutually beneficial outcomes. Learn to apply principled negotiation strategies, master negotiation tactics, and understand the elements of influence and persuasion.

Program Highlights:

• Principled Negotiations:
  • Understand the core aspects of principled negotiation: People, Interests, Criteria, and Options.
  • Develop essential negotiation skills for successful outcomes.
• Personality Styles & Influence:
  • Identify your natural negotiation style and adapt to different situations.
  • Learn the four ways to influence and apply Cialdini's principles of persuasion.
• Systematic Preparation:
  • Master the groundwork and set effective negotiation parameters.
  • Identify and overcome psychological barriers.
• Negotiation Tactics:
  • Apply targeted tactics for each stage of the negotiation process: beginning, middle, and ending.
  • Practice role-playing to refine your negotiation techniques.
• Overcoming Barriers:
  • Learn strategies to handle roadblocks and pressure points effectively.

Key Benefits:

• Identify values in principled negotiations.
• Apply a systematic approach to negotiation preparation.
• Determine and set clear negotiation parameters.
• Master effective negotiation tactics.
• Handle roadblocks and pressure points with confidence.
• Understand and apply the elements of influence and persuasion.
• Improve deal-closing abilities and build strong business relationships.

• identify values in principled negotiations
• apply a systematic approach to preparations
• determine negotiation parameters
• master negotiation tactics
• handle roadblocks effectively
• understand elements of influence and persuasion

• Business Owners and Leaders
• Managers, Unit leaders, Team leaders, & Project Managers
• Client Account Managers
• Supervisors
• Sales and Marketing professionals
• Customer Service professionals
• Procurement staff
• Finance and Accounts professionals
• Anyone who wants to improve their negotiation skills

Register your interest here.

Day 1

Module 1: Introduction to Principled Negotiations
Activity: The Lemon
• Introduction to Negotiation
• Carnegie Triangle
• Attitudes & characteristics
Activity: Red/Blue Game
Objective: Reinforcing the Carnegie Triangle which shows that attitudes is more
important than knowledge and skill for success
• Aspects of principled negotiation (People, Interest, Criteria, Options)
• Essential skills for negotiators

Module 2: Personality Styles & Negotiation Modes
Activity: Self-Assessment (Abridged Personality Profile Questionnaire)
• 5 Negotiation modes (Thomas Kilmann Instrument)
• Your natural negotiation style
Exercise: Situational Negotiation Styles
• 4 ways to influence
• Elements of Persuasion (Cialdini's Principles of Persuasion)

Module 3: Systematic Preparations
• Groundwork
• Negotiation parameters
Exercise: Setting parameters in different cases
• Top psychological barriers
• Things to watch out for

Day 2

Recap and Review of Day 1

Module 4: Tactic for 3 Stages
• Beginning stage
Role Play: Practicing preparatory work, setting negotiation parameters, using beginning stage tactics to mine information.
• Middle stage
• Ending stage
Role Play: Using Middle and Ending stage tactics to trade concessions and close the negotiation in a principled manner.

Module 5: Overcoming Barriers
• Overcoming roadblocks
• Overcoming pressure points

De-brief
Q&A
Feedback