Negotiation Mastery

Day 1: Defining the Negotiation Environment.

• The impact of organisational culture. 
• The range of negotiation styles and practices. 
• Assessing negotiation feelings and attitudes. 
• Differentiating win/win from win/lose. 
• Defining the wise agreement. 

Day 2: Powering Up Principled Negotiation.

• What is principled negotiation?
• Building a wise agreement. 
• Efficient and ethical negotiation approaches. 

Day 3: Planning Wise Negotiation Outcomes.

• The components of a negotiation plan.
• Clarifying potential outcomes. 
• Tailoring your situational approach. 
• Successful negotiation planning. 
• Testing plan feasibility. 
• Setting the stage for successful negotiation.
• Logistics for successful outcomes. 
• Building psychological readiness. 
• Physical fitness for negotiation success.

Day 4: Timely Starting and Closing Actions.

• Recognising hidden agendas. 
• Knowing when to Agree, Bargain, Control or Delay (ABCD). 
• Informal and formal negotiations.
• Choosing when and when not to formalise. 
• Negotiation tactics for effective outcomes. 

Day 5: The Psychology of Successful Negotiation.

• Creating and adjusting plans based on SWOT analysis. 
• Identifying Emotional Intelligence (E.I.). 
• Multiple Intelligence (M.I.) and communication filters. 
• Analysing communication strengths and challenges. 
• Recognising and valuing diversity in others. 
• Moving from one-to-one to inter-team negotiations. 
• Deploying an iterative process. 
• Conducting resource matrix problem-solving.
• Best practices of principled negotiation.
• Arriving at wise agreements.
• Creating efficacy in the negotiation process.