Win-win Negotiation Skill - 2days

Win-Win Negotiation Skill
Background
Negotiation skill is the advanced communication skill. The purpose of the negotiation is to create the result of win-win, to create higher value from both parties. Therefore, the negotiation is not a simple exchange or price-cutting, but a partnership mode to create a set of solution. That means the model is to grow the pie, not split the pie.
Negotiation skill is applied at the moment when the consensus cannot reached. Because of the nature of the negotiation skill, it can apply to lots of scenarios, including among departments, colleagues, suppliers, even in family.
Preparation is the key factor for the successful negotiation. Hence, it will take almost one day for the first day of the course. The next day will focus on the negotiation skill in action. The preparation is start from the fundamental concept, to give participants the idea what is the decision making process from3020695361315 counterpart in rational and emotional. For the negotiation case, will be selected by participants themselves. That means they can apply what they learned right after the class. There will be a planner for the class to prepare the negotiation.
Learning Process
There will have different learning activities for the following topics:
Fundamental concept of the win-win negotiation
Preparation before the negotiation
Opening
Position and benefit
Develop the alternative plan together
Conclusion
Benefit of the program
After the program, the participants will learn:
Theory and principles of the negotiation
The process to create win-win negotiation
To resolve the misunderstanding
Well prepare for the negotiation
Avoid the pitfall in the negotiation
Search for the best alternative
Principles for the preparation
Source the stacks for the negotiation
Psychology of negotiation
Proper opening to create trust
Find out the benefit behind the position
Tactics for the negotiation
Skill to get commitmentModule
Outline
Time (m)
Activity
Introduction
Opening by host
Ice breaking
Ground rules
Overview of the program
Activity: What is the challenge?
30
Lecture
Small game
Group discussion
Module 1
Basic Concept
Objective: Overview of the concept of the win-win negotiation
Purpose of the win-win negotiation
Decision process of counterpart
Process to create win-win negotiation
Rumor and pitfall
Activities:
What is win-win
What is the negotiation
120
Lecture
Demo
Group discussion
Module2
Preparation
Objective: To prepare the negotiation by the planner
What is the best alternatives
The categories and principles of alternatives
How to develop the plan B
How to find workable standard
Power and stack
How to calculate the value of stack
Activities:
Negotiation plan
180
Lecture
Demo
Group discussion
Use the negotiation planner
Trio role play
Module 3
Opening
Objective: To create the positive atmosphere for the win-win negotiation
Psychology of negotiation
Draft the opening to create the mutual trust
Develop the agenda together
Activity: Role play
90
Lecture
Demo
Group discussion
Use the negotiation planner
Trio role play
Module 4
Position and Benefit
Objective: Discover the benefit behind the position
Position and benefit
Types of question
Distinguish the position and benefit
Activity:
Case study: Mission impossible
Role play
180
Lecture
Demo
Group discussion
Use the negotiation planner
Trio role play
Module5
Develop the solution
Objective: Negotiation tactics from each party
State the advantage of the solution
Develop the solution together
10 safe tactics
20 flexible tactics
Activity: role play
120
Lecture
Demo
Group discussion
Use the negotiation planner
Trio role play
Module 6
Closing
Objective: lead the conclusion for closing
Final assessment
Setup the expectation
Question to win commitment
Activity: role play
60
Lecture
Demo
Group discussion
Use the negotiation planner
Trio role play
Break: 15 minutes of session for AM/PM
Lunch time: 1 hour
Total Training Time (hour)
= C8+C7+C6+C5+C4+C3+C2 \* MERGEFORMAT13:00

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