Negotiations - Achieving your outcome, fairly!
Do you struggle to get what you want from people whose help you need, but over whom you have little direct authority? Effective negotiation helps people to resolve situations when what they want conflicts with that of someone else. Pick up the skills on how to find a solution that is acceptable to both parties, and leaves both parties feeling like they've won.
Any person who is, or will be, managing in any capacity in our organisation, those who are in or are looking at positions where negotiating is important to their success.
Hand-outs and recommended text.
A certificate of attendance will be issued to participants who have attended and completed the programme.
Dr Luuk van Breda has more than 35 years' experience helping both businesses and individuals realise their full potential. Working on projects ranging from USD 5m to USD 350m, his work has taken him all over the world including nearly 20 years in South East Asia.
This has afford him a deep understanding of regional markets. His professional experience with organisations of all sizes, from SMEs to large domestic and international corporates in both the private and public sector ensures that Dr van Breda has a strong grasp of all major business and people drivers.
Dr van Breda has spent the last 4 years creating, developing and delivering a sophisticated and detailed training methodology built around the '4 Pillars' of Communication, Negotiation, Presentation & Listening Skills.
Dr van Breda is an accomplished public speaker and is highly experienced in running and organising discussion seminars on topics related to doing business in a rapidly changing world. He gained his formal academic qualifications in the Netherlands, was a professional sports athlete and managed football, baseball and field hockey teams.
"Luuk is a passionate and charismatic lecturer with profound knowledge on how to address soft skill deficiencies in nowadays corporate world. He doesn't mind going the extra mile and always thrives for the best in people"
The programme is designed to enable participants to achieve successful negotiation outcome, leveraging on the following golden rules of negotiation:
- Information is power. How negotiation power flows to those who listen and learn.
- Maximise your leverage. Strengthening your leverage is the key to success.
- Employ fair objective criteria. How fairness is a key element in negotiations.
- Design an offer-concession strategy; when to make sure the other party walks away feeling like they got a good deal and how to make them feel special.
- Control the agenda. How effectively controlling the process.
- How preparation is essential if you wish to conduct / conclude a successful negotiation.
- When you need to resolve a major disagreement, make sure you prepare thoroughly.
- How to think through the following points before you start negotiating:
- Goals: What do you want to get out of the negotiation? What do you think the other person wants?
- Trades: What do you and the other person have that you can trade? What do you each have that the other wants? What are you each comfortable giving away?
- Alternatives: if you don't reach agreement with the other person, what alternatives you have? Are these good or bad? How much does it matter if you do not reach agreement? Does failure to reach an agreement cut you out of future opportunities? And what alternatives might the other person or party have?
- Relationships: What is the history of the relationship? Could or should this history impact the negotiation? Will there be any hidden issues that may influence the negotiation? How will you handle these?
- Expected outcomes: What outcome will people be expecting from this negotiation? What are the consequences for you of winning or losing this negotiation? What are the consequences for the other person?
- Power: Who has power in the relationship? Who controls resources? Who stands to lose the most if agreement isn't reached? What power does the other person have to deliver what you hope for?
- Possible solutions: Based on all of the considerations, what possible compromises might there be?
Please contact 65807341 or email firstname.lastname@example.org to customise a programme to realise your organisation's goals.
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