Negotiation is key to everyday business and the ability to negotiate effectively in a wide range of business contexts is crucial. This involves securing the best outcome for both parties and protecting valued relationships.
Common concerns we hear include:
How do I retain rapport and a positive relationship while negotiating?
How do I get to the heart of the other party’s requirements?
How do I achieve my goal while retaining my integrity?
This course will confirm and consolidate your existing negotiation skills as well as provide you with some new negotiation tools and perspectives, supported by plenty of practice. Using the ‘Harvard method’, or interest-based relational approach, you’ll learn how to achieve valuable ‘win-win- outcomes that deliver for both parties and build lasting relationships that deliver value in the long-term. What you learn will be useful at work and in many other contexts.
This course is aimed at anyone who is looking to improve their negotiation skills to enable and facilitate decisions that achieve win-win outcomes, for example when:
Negotiating with clients
Getting the best deal with suppliers
Working with employee representatives
Negotiating with professional and accrediting bodies
Wanting to develop lasting relationships with key stakeholders and customers
Identify your own and others’ negotiation styles and patterns
Explain distributive and Integrative negotiation styles and their impact
Assess your conflict handling styles
Identify the consequences of unproductive styles
Use negotiation structure and planning for win-win outcomes
Use the Interest-based Relational Approach to negotiation
Construct flexible negotiation solutions
Negotiate in teams
Negotiate persuasively using case studies
Case study 1
Case study 2
Interest-Based Relational approach (the Harvard Negotiation Program)