WORKSHOP OBJECTIVES

To facilitate the members to :

• Define the process of negotiation.

• Identify the process by, which other person’s need, concerns, & goals are established.

• Identify the negotiation matrix – Cost of the concession Vs the perceived value of the concession.

• The process of constructing assertive statements.

• The process of relationship building.

• Practice structured negotiation process.

CONTENTS

Topics included are :

• The process of negotiation – When, where, why, what & how?

• The objectives of Negotiation.

• Typical tactics adopted by negotiator’s.

• Establishing & mastering the required skills.

• Structuring the Negotiation Process – ‘The PROBE’ model.

• Establishing the Negotiation Matrix – Cost & Value Matrix.

• Assertiveness & bargaining.

• Video Assisted Role Plays & feedback.

• Facilitation of development of Personal Action Plan per participant.

DURATION

2 Days

TERMINAL OBJECTIVES

By the end of the course the participants will be able to :

• Negotiate effectively by planning.

• Empathize & establish the other person’s need, concerns, & goals.

• Build value around the concession being offered to the other person.

• Focus on relationship building.

• Assert themselves.

• Negotiate for a positive outcome.

EVENT CONDUCTION METHODOLOGY

Experiential learning workshop using :

• Work related simulations.

• Management games.

• Case study.

• Video films.

• Group discussions.

• Presentations.

• Self assessment tools.

• Facilitator led Lectures & discussions.

CUSTOMIZATION

The learning event contents will be customized as per the learning application requirement of the customer organization. Consequently the duration of the program is likely to undergo some change.