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Negotiation Skills
This two day course in negotiation skills is a highly interactive and practical course which enables participants to develop effective negotiation and influence skills for immediate application.
A particular focus on developing negotiation and influence skills that are relevant and can be employed immediately in the engineering workplace.
Recognised for Continuing Professional Development (CPD) by Engineers Australia (EA) in accordance with EA CPD Guidelines.
Target Audience
For those who are new to negotiating in the workplace, or for those who are in need of updated/refreshed knowledge and skills..
Course Outline
What is Negotiation?
Overview of the process of negotiation and a look at the skills that effective negotiators use and avoid during the process.
Roles for Effective Negotiation
Discuss the range of skills neede to be an effective negotiator, and determine a range of ways for developing some of the skills we lack.
Negotiation Styles
Different sytles of negotiation; participants will undertake an exercise to determine their preferred style and how to negotiate
effectively with those who have different styles.
Negotiation Steps
Step 1: Preparation
What to do even before the process of negotiation begins.
Step 2: Exploration
The importance of building a positive relationship with the other party at the start of negotiations; techniques to limit the resistance that may be felt between the parties involved.
Step 3: Negotiate
Gaining permission to negotiate; determining what type of negotiation and outcome is best and most likely.
Step 4: Closing
Dealing with the other parties objections before closing a negotiation; what to do if no agreement can be arrived at.
Step 5: Follow Up
What to do after an agreement has been reached; following up to ensure the negotiated agreement translates into action.
The Negotiation Environment
Defining what the effective environmental elements are for the negotiation process.
Influencing Skills
Identify tools and techniques to influence the outcomes of negotiations; effective application of influencing tools and
techniques.
Dispute resolution
Negotiations don’t always go smoothly. If conflict develops we need to know what our options are. The five common resolution
modes outlined by Thomas and Kilmann are explained and a practical exercise carried out to determine our own strengths and
weakness, and the advantages and disadvantages of each mode.
Negotiation Simulations
Case study and role plays / simulations to consolidate learning.
When people “play dirty”
A detailed look at some of the more common ‘dirty tricks’ some people use in negotiations; Develop counter tactics to bring negotiations back on track.
Course Objectives
At the end of the course participants will be able to:
- Understand the meaning and nature of negotiation
- Identify and use a range of strategies for negotiation
- Understand the different roles required in the negotiation process
- Understand and use a variety of styles for effective negotiation
- Know some of the common ‘tricks’ poor negotiators use and how to deal with them
- Discuss and use a staged approach to negotiation, and
- Apply different negotiation strategies to their work and/or personal dealings.
Testimonials
Facilitator Information
Adam Le Good
Adam has developed and conducted a wide variety of management and personal development programs for a broad cross section of clients since 1988. He uses practical applications of management principles and theory plus a humorous and theatrical style to ensure that participants enjoy their learning experience and are able to translate their newly acquired skills to the workplace. His knowledge of adult learning principles, group dynamics, learning styles and human behaviour ensures that the training will appeal to a broad range of participants.
Registration
Please select your preferred location and date from the below table and then click on the REGISTER NOW button.
A 10% saving applies for Engineers Australia Members or for group bookings of 3 or more participants.