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Course Description |
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Negotiations are essential part of business and
effective management. This course has been developed to provide any
managers, buyers and sellers with an understanding of negotiation in
any business environment. It provides the fundamental of negotiation;
identify the negotiation and communication styles of individual
negotiator, the negotiation strategies and techniques use in various
contexts, the negotiation process, and communication techniques that
could improve the relationship of the negotiators.
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Who Should Attend |
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This course is designed for senior sales staffs,
purchasing staffs and management who wishes to become a better
negotiator at work.
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Objective |
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This course is designed to enable the participants
to
1.Recognize
conflicts and resolve conflicts situations with the right
conflict resolution style in a
constructive manner
2.understand the
fundamentals of negotiation and the negotiation process
3.understand the
importance of using effective communication skill during negotiation to
build trust with clients, customers and suppliers
4.obtain optimal
outcomes through understanding the needs and expectation of others
5.improve
negotiation skills and confidence to implement effective negotiation
strategies for results
6.Practice
appropriate tactics and correct the many flaws in negotiating styles
that lead to unsuccessful negotiations
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Subject Content |
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Subject Topics |
Sub Topics |
Specific Learning Outcomes |
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Day 1
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•
Concepts
of Conflicts and Negotiation
• Characteristics of successful
negotiators
• Impact of communication and
personality styles on Negotiation
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Functional
versus dysfunctional conflicts
• Types of conflict management
styles
• Types of Negotiation
Situations
• Individual Negotiation Skills
: (1) Do’s and Don’ts of negotiating (2)
Characteristics of Effective negotiators
• International Negotiation:
Cultural and Environment difference
• Negotiation and Strategic
Modes of Communication
• Identifying Personal Type,
Personality and Communication Style on Negotiation
• Developing Assertiveness and
Active Listening Skills
• Managing Difficult people: Do
and Don’t of Negotiators
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Identify
positive and negative conflicts at workplace
• Assessment of personal
conflict management styles and adaptation to various types of
negotiation situations
• Build up the characteristics
of effective negotiator
• Understand how cultural
preferences can impact the success of negotiation
• Analysis of personal
personality Understand how individual personality and communication
skills can impact negotiation.
• Develop communication
techniques such as assertiveness and active listening skills for
effective negotiation.
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Day 2
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•
Negotiation
Strategies and Tactics
• Negotiation Process
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Types
of negotiation strategies: (1) Positioned versus Principled; (2)
Competitive and Collaborative
• Negotiation Tactics
• Negotiation Process
- Planning and Preparation
- Acquisition of information
- Clarification of desired outcome
- Goals, Issues & Market - Identification
SWOT Assessment: Organization, Product, and Self
- Bottom line and Opening Position
- Strategies and Tactics Options
- Concessions and Trade-offs, BATNA
- Strategizing Modes of Communication
- Follow-up and Evaluation
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Identify,
learn and apply the appropriate types of negotiation strategies and
tactics for effective negotiation
• Identify and participate
through all the stages of the negotiation process in a simulated case
analysis
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Copyright © 2006 Textile and Fashion
Industry Training Centre Pte. Ltd (TaF.tc).
All rights reserved.
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