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Negotiation: Improve Your Negotiating Skills and Make You More Effective Negotiator
February 18, 2019
Jadwal Pelatihan Negotiation: Improve Your Negotiating Skills and Make You More Effective Negotiator
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OVERVIEW
Negotiation is an ever-present feature of our lives both at home and at work. A business negotiation may be a formal affair that takes place across the proverbial bargaining table, in which you haggle over price and performance or the complex terms of a partnership venture. Alternatively, it may be much less formal, such as a meeting between you and several fellow employees whose collaboration is needed to get a job done. If you are a supervisor, manager, or executive, you probably spend a good part of your day negotiating with people inside or outside your organization often without even realizing it.
Whether you’re closing a sale or getting a subordinate to agree to certain performance goals, you are negotiating. Given the role of negotiations in our personal and professional lives, it’s important to improve our negotiating skills. Even a modest improvement in those skills can yield a sizable payoff, such as a larger pay raise, a better deal on a home purchase or more effective working arrangements in the office. This course can help the trainees improve their skills and make them a more effective negotiators.
OBJECTIVES
- Give an understanding of the negotiation key concepts followed by expert negotiators and creative problem solvers
- Provide an ability to perform the negotiation practical tips and examples that will help you in your personal life and in your and in your career
- Help to improve your negotiating skills and make you a more effective negotiator
OUTLINE MATERI Training Negotiation: Improve Your Negotiating Skills and Make You More Effective Negotiator
1. Introduction and Course Objectives
2. Types of Negotiation (Many Paths to a Deal)
- Distributive Negotiation
- Integrative Negotiation
- Multiple Phase and Multiple Parties
3. Four Key Concepts of Negotiation (Your Starting Points)
- Know Your BATNA (Best Alternative To A Negotiated Agreement)
- Reservation Price
- ZOPA (Zone Of Possible Agreement)
- Value Creation through Trades
4. Preparation (Nine Steps to a Deal)
- Consider What a God Outcome
- Identify Potential Value Creation Opportunities
- Identify Your BATNA and Reservation Price
- Shore up Your BATNA
- Anticipate the Authority Issue
- Learn All You Can About the Other Side’s People and Culture, Their Goals, and How They’ve Framed the Issue
- Gather External Standards and Criteria Relevant to fairness
- Alter the Process in Your Favor
5. Negotiation Tactics (How to Play the Game Well)
- Getting the Other Side to the Table
- Making a Good Start
- Win-Lose Negotiation
- Integrative Negotiation
- General Tactics Framing and Continual Evaluation
6. Frequently Asked Tactical Questions (Answer Your Need)
- FAQs About Price
- FAQs About Process
- FAQs About People Problems
7. Games & Simulations
8. Barriers To Agreement (How to Recognize and Overcome Them)
9. Mental Errors (How to Recognize and Avoid Them)
- Escalation
- Partisan Perceptions
- Irrational Expectations
- Overconfidence
- Unchecked Emotions
10. When Relationships Matter (A Different Notion of Winning)
- Why Relationships Matter
- How Perceptions of Relationship Value Affect Negotiations
- Doing It Right
11. Negotiating for Others (Whose Interests Come First)
- Independent Agents
- Non-Independent Agents
- Agency Issues
12. Negotiation Skills (Building Organizational Competence)
- Continues Improvement
- Negotiating as an Organizational Capability
- What Makes an Effective Negotiator?
PARTICIPANT
Course is aimed at all those concerned with the intention to improve their negotiating skills, make them a more effective negotiators, and winning negotiation : Personnel, Professionals, Employees, Supervisors, Managers
TRAINING METHOD
Presentation
Discussion
Case Study
Evaluation
FACILITY
Training Kit
Handout
Certificate
Lunch + 2x Coffee Break
Souvenir
Pick Up Participant (Yogyakarta)
TRAINING FEE for Negotiation: Improve Your Negotiating Skills and Make You More Effective Negotiator
Rp6.500.000,-/Peserta/Non Recidential
