Through a series of group exercises, you will learn how to execute proven tactics, refine your personal negotiating style, and improve your ability to bargain successfully and ethically in any situation. Along the way, you will gain new appreciation for how negotiating skills can help you overcome a wide range of challenges at work and beyond.

By the end of this course, delegates will be able to:

• Achieve better results in both formal and informal negotiations
• Build confidence in your bargaining power and abilities
• Improve negotiations by managing your emotions and influencing others
• Build positive, productive relationships with all parties at the table
• Create value and “enlarge the pie” to produce win-win outcomes
• Understand the interests, priorities, and goals of all parties
• Maximize opportunity through pre-negotiation preparation
• Know how personal biases and cultural differences impact negotiations
• Deal with irrational people and challenging relationships
• Improving communication by listening and asking questions
• Make offers at the right time and in the right way
• Transform competition into cooperation and opponents into partners
• Manage teams of negotiators more effectively
• Recognize when to walk away from the table

Managers, Executives, Managers, Team Leaders, Superintendents, Chief Engineers, Senior Engineers, Newly Qualified Engineers, Plant Managers, Project Managers, Quality Managers, Technical Managers, Supervisors, Financial Officers and Controllers, Process Managers, Strategic Planning Managers, Key Personnel, Champions, Officers, Supervisors, Department Heads, Engineers, Foremen, anyone in managerial and administrative positions, Engineering Professionals, Project and Design Engineers, Technical Operational Staff, Technical Sales Staff, Research and Development Professionals, Technical Personnel, Maintenance and Supervisory Managers, Maintenance Planning Staff, Technical Managers, Project team members

Participants in this training seminar will receive thorough training on the subjects covered by the seminar outline with the Instructor utilizing a variety of proven adult learning teaching and facilitation techniques. Seminar methodology includes stimulating presentations supporting each of the topics together with interactive trainer lead sessions of discussion. Role-plays, small group work, structured exercises and feedback will be used to facilitate learning.

Getting Started

• Icebreaker
• Housekeeping items
• The parking lot
• Course objectives

Understanding Negotiation

• The three phases
• Skills for successful negotiating

Getting Prepared

• Establishing your WATNA and BATNA
• Identifying your WAP
• Identifying your ZOPA
• Personal preparation

Laying the Groundwork

• Setting the time and place
• Establishing common ground
• Creating a negotiation framework
• The negotiation process

Phase One: Exchanging Information

• Getting off on the right foot
• What to share
• What to keep to yourself

Phase Two: Bargaining

• What to expect
• Techniques to try
• How to break an impasse

About Mutual Gain

• Three ways to see your options
• About mutual gain
• What do I want?
• What do they want?
• What do we want?

Phase Three: Closing

• Reaching consensus
• Building an agreement
• Setting the terms of the agreement

Dealing with Difficult Issues

• Being prepared for environmental tactics
• Dealing with personal attacks
• Controlling your emotions
• Deciding when it’s time to walk away

Negotiating Outside the Boardroom

• Adapting the process for smaller negotiations
• Negotiating via telephone
• Negotiating via email

Negotiating on Behalf of Someone Else

• Choosing the negotiating team
• Covering all the bases
• Dealing with tough questions

RECTUS attendance certificate will be issued to all attendees completing minimum of 80% of the total course duration.