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Expert Negotiations
About the Program
Negotiations is a skill that applies strategic thinking. After all, we negotiate for outcomes that:
(1) impact more than just one person (us);
(2) have high opportunity cost; and
(3) have future implication
Indeed, if a situation did not have any of the above, there was really no need for a negotiation, simple bargaining can achieve an outcome.
The most important element, apart from the act of negotiating itself (which has many tactics), is the preparation. Indeed, the success or failure of a negotiation session is fully dependent on the amount of preparation put into it. In fact, many people will feel offended - and hence refuse to negotiate with you - if you failed to put in any preparation for the negotiation.
This course therefore focuses on that element first. It uses the AITC Expert Negotiation Planning Guide (C) to get participants familiar with the thinking and planning process, and from there, the tactics to go forward.
The next part of the program teaches the influences that people use in negotiating, and offers tips and tactic of how to use and counteract the following psychological effects of negotiation, namely:
(a) the Winner's Curse
(b) anchoring
(c) WYSIATI (What You See Is All There Is)
(d) the Fixed Pie syndrome
(e) influencing tactics
Who is this for?
This program is open to all levels of staff who are expected to enter into some form of negotiation. This is especially useful for:
-
business development professionals
-
sales and marketing professionals
-
line managers
-
change management leads and consultants
-
HR managers, executives and consultants
-
procurement specialists
Related articles
Features of the Program
Action learning
Role plays
Discussions
DISC Profile
Licensed used of the Harvard Program on Negotiations
What you/they will learn?
What is a negotiation
When should you enter into a negotiation
The 5 styles of negotiation
Understanding BATNA
How a strong BATNA overcomes position power
6 key elements to focus on for successful negotiations
Understanding your personality profile and its impact on negotiations
Effective communication during negotiations
What's in it for you?
Learn the skills of an expert negotiator
Practice your negotiation skills with other expert negotiators
Fine tune your strategic thinking as applied to negotiations
Know how to prepare for a negotiation
Be totally clear about when to negotiate, and when to walk away
Identify how people are using psychology against you in a negotiation and how to overcome them
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