Negotiation Skills

Mon, 28 October 2019, 1:00 PM - Wed, 30 October 2019, 6:00 PM [AST]

60 Meter Road near Koya Road, Erbil, Kurdistan, 44001, Iraq

REGISTER NOW

1. Select Seats

2. Review and Proceed

Sale ended

Premiere Partial Approval - $899.00

Premiere ticket holders will have priority seating and are guaranteed hard and soft copies of all materials unless there are copyright restrictions.

sales ended

Early Bird Partial Approval - $699.00

Early Bird tickets must be paid for at least 3 weeks before the course start date. There are only 5 tickets in this category, so pay as soon as possible. Payment must be made within 2 days of making your reservation or the reservation may be cancelled.

Enter your discount code

  • Subtotal (excluding fees and discounts)
  • Fee
  • Total amount

Event Information

Mon, 28 October 2019, 1:00 PM - Wed, 30 October 2019, 6:00 PM [AST]

About the Event

This three day  workshop is focused on setting in place principles for the development of robust negotiation skills. it will provide you with tools to promote effective negotiation communications and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.

This course is accredited by Jasper Alliance London, Limited. For a small additional fee you can receive a certificate from JAL in stead of Cross Cultjural Management. 

Who should attend?

  • Managers who find they are increasingly challenged with needing to influence and /or negotiate
  • Managers who require support in dealing with confrontation
  • Managers and staff in sales and/or purchasing who need to learn how to make a better deal

 

 

Enabling objectives  
By the end of this training course participants will be able to : 

  Define negotiation and Identify steps for proper negotiation preparation
 How to negotiate effectively with different personality styles
 Define principled negotiation and identify the four steps in the negotiation process.
 Learn bargaining techniques and strategies of inventing options for mutual gain and move negotiations from bargaining to closing.

 

Who is this course for ? 
Business professionals and team members of all levels who are looking to enhance their negotiation and communication skills, especially in sales, procurement, recruitment, contract negotiations, and conflict resolution. 

Outline of topics :

Module 1 : Introduction to negotiation
 Identify the qualities of successful and unsuccessful negotiators
 Define negotiation and provide examples of when you have negotiated in and outside work
 Identify a negotiation situation you will practice during class

Module 2: Personality types
 Explain the benefits of knowing personality styles
 Explain the behaviors as well as the strengths/weaknesses of each personality style
 Identify your own personality style.
 Identify how to work more effectively with each personality style while negotiating.

Module 3: Personality types
 Explain how to choose a negotiation strategy based on relationship and results
 Define positional bargaining.
 Identify the differences between " Soft" and " Hard" negotiating.
 Define principled negotiation.
 Identify the four steps in the negotiation process

Module 4: Preparing for negotiation
 Identify fears and " hot buttons " as well as strategies to overcome them.
 Identify areas to research on your side and on  your opponent's side.
 Define your BATNA (best alternative to a negotiation agreement), WATNA (worst alternative to a negotiation agreement), WAP (walk away point) and ZOPA (zone of possible agreement)
 Skill practice: Prepare for your personal negotiation situation.

Module 5: Opening the negotiation
 Explain how to create a positive first impression.
 Explain the importance of "small talk" and finding common ground in negotiation.
 Explain how setting ground rules can influence a negotiation
 Identify important negotiation ground rules.

 

Module 6: Exchange information and bargain

 Explain how to initially exchange information
 Identify contingency plans for unfavorable situations.
 Explain bargaining techniques
 Explain strategies for inventing options for mutual gain.


Module 7: Handle opposition
 Explain strategies to bring your opponent from NO to YES
 Identify strategies to deal with negative emotions.

Module 8: Close the negotiation
 Explain how to move from bargaining to closing.
 Explain the closing process.
 Practice your personal negotiation situation and get feedback from other participants

 

 

Cancellation policy

Cancellation up to three weeks before the event start date is allowed without penalty. After 3 weeks before the event a cancellation fee of $500 is applied. If cancellation is within a week of the event we are sorry but no refund is allowed. Substitutions are allowed at any time (someone else may take your seat). For no-shows there is no refund.

About the Organizer

Cross Cultural Management Center is the premiere management and HSE training center in Iraq.

CONTACT ORGANIZER