Designed, prepared & provided By: ITDA group

Negotiation Skills Course

Designed, prepared & provided By: ITDA group

Introduction

“You will never go beyond you dreams”

Introduction

Training Norms

Agenda

Contents

Negotiation-Outcomes

Definition

Positive- Behaviors

Negative-Behaviors

Successful Nego.

Negotiation process

Dos & DON’T’s

Designed, prepared & provided By: ITDA group

Training Norms Introduction

Training Norms

Agenda

Contents

Negotiation-Outcomes

Definition

Positive- Behaviors

Negative-Behaviors

Successful Nego.

Negotiation process

Dos & DON’T’s

Designed, prepared & provided By: ITDA group

Agenda

To be set with course members

Introduction

Training Norms

Agenda

Contents

Negotiation-Outcomes

Definition

Positive- Behaviors

Negative-Behaviors

Successful Nego.

Negotiation process

Dos & DON’T’s

Designed, prepared & provided By: ITDA group

Contents

Negotiation process different outcomes

Negotiation definition

Dos & don'ts

Negotiation Process

Positive negotiators Behaviors

Negative negotiators Behaviors

Successful Negotiators

Introduction

Training Norms

Agenda

Contents

Negotiation-Outcomes

Definition

Positive- Behaviors

Negative-Behaviors

Successful Nego.

Negotiation process

Dos & DON’T’s

Designed, prepared & provided By: ITDA group

Different Outcomes

Task done

Relationship Maintained

Relationship Not Maintained

Task Not done

Win-WinNo Agreement

Lose-Lose

Win-LoseLose-Win

Compromise

Introduction

Training Norms

Agenda

Contents

Negotiation-Outcomes

Definition

Positive- Behaviors

Negative-Behaviors

Successful Nego.

Negotiation process

Dos & DON’T’s

Designed, prepared & provided By: ITDA group

Negotiation Definition

- Seeking an agreement

- Is a process

- Between two parties or more

- Having an area of common

interest - Having different objective

Introduction

Training Norms

Agenda

Contents

Negotiation-Outcomes

Definition

Positive- Behaviors

Negative-Behaviors

Successful Nego.

Negotiation process

Dos & DON’T’s

Designed, prepared & provided By: ITDA group

Positive Negotiation Behaviors

Summarizing

Focusing on the problem

Active listening

Clarifying

Sharing needs & interests

Questioning

Introduction

Training Norms

Agenda

Contents

Negotiation-Outcomes

Definition

Positive- Behaviors

Negative-Behaviors

Successful Nego.

Negotiation process

Dos & DON’T’s

Designed, prepared & provided By: ITDA group

Positive Negotiation Behaviors

Acknowledging efforts

proposing solutions

Establishing common ground

Seeking solutions

Introduction

Training Norms

Agenda

Contents

Negotiation-Outcomes

Definition

Positive- Behaviors

Negative-Behaviors

Successful Nego.

Negotiation process

Dos & DON’T’s

Designed, prepared & provided By: ITDA group

Negative Negotiation Behaviors

Blocking/difficulty stating

Shutting out

Defending / Attacking

Introduction

Training Norms

Agenda

Contents

Negotiation-Outcomes

Definition

Positive- Behaviors

Negative-Behaviors

Successful Nego.

Negotiation process

Dos & DON’T’s

Designed, prepared & provided By: ITDA group

Successful Negotiators

Willing to invest time & trouble in careful research and analysis of issues

Sensitive to the needs of the other party

Committed to a WIN-WIN philosophy

Have tolerance for conflict

Ability to identify “Bottom line” issues quickly

Good listeners

Introduction

Training Norms

Agenda

Contents

Negotiation-Outcomes

Definition

Positive- Behaviors

Negative-Behaviors

Successful Nego.

Negotiation process

Dos & DON’T’s

Designed, prepared & provided By: ITDA group

Successful Negotiators Demonstrate high degree of patience

Have a high tolerance for stress

Don’t respond to attack or ridicule

Avoid self-praise during negotiation

Ask more questions

Introduction

Training Norms

Agenda

Contents

Negotiation-Outcomes

Definition

Positive- Behaviors

Negative-Behaviors

Successful Nego.

Negotiation process

Dos & DON’T’s

Designed, prepared & provided By: ITDA group

Negotiation Process

Planning Set

climate Issues Bargaining Settle

Review

- Planning- Prep

-Msg exchange-Comm. Intent- Background

-Identify issues- Lock your opponent

- Negotiate- provide alternative solutions

- Settlement- Gain Verbal commitment

- Evaluate- Improve

Introduction

Training Norms

Agenda

Contents

Negotiation-Outcomes

Definition

Positive- Behaviors

Negative-Behaviors

Successful Nego.

Negotiation process

Dos & DON’T’s

Designed, prepared & provided By: ITDA group

Dos & DONTsDos: Be Prepared to propose alternatives, don’t take positions

Be Calm and control your emotions

Always appear reasonable

Keep control of the conversation

Be courteous

Distinguish between major points & Details

Introduction

Training Norms

Agenda

Contents

Negotiation-Outcomes

Definition

Positive- Behaviors

Negative-Behaviors

Successful Nego.

Negotiation process

Dos & DON’T’s

Designed, prepared & provided By: ITDA group

Dos & DONTsDONTs: Compromise your objectives

underestimate your customer

Make assumptions

Treat it as a WIN-Lose

Score points

Over react

Get personal

Introduction

Training Norms

Agenda

Contents

Negotiation-Outcomes

Definition

Positive- Behaviors

Negative-Behaviors

Successful Nego.

Negotiation process

Dos & DON’T’s

Designed, prepared & provided By: ITDA group

Dos & DONTsDONTs: Make “Good Will” concessions

over commit

Negotiate if you don’t have to

Introduction

Training Norms

Agenda

Contents

Negotiation-Outcomes

Definition

Positive- Behaviors

Negative-Behaviors

Successful Nego.

Negotiation process

Dos & DON’T’s

Designed, prepared & provided By: ITDA group

خيرا الله جزآكم