Strengthen Communication Capability
-
Paying attention to words and body language
-
Controlling ourselves so we can learn from others
-
Asking good questions and listening to answers
-
Checking understanding and reframing
-
Finding time-out space for one2one feedback
-
Keeping feedback timely and motivating
Building Relationships Based on Trust; Creating Respect for Others; Enabling Collaboration
-
Building truthfulness, responsiveness, consistency, loyalty and capabilities
-
Encouraging openness and willingness to share ideas and information
-
Developing a collaborative culture within our team
-
Rewarding accountability and collaboration
-
Developing a collaborative mindset
-
Creating a cohesive team with mutual respect
Preparation and Communication – The Key to Successful Outcomes
-
Getting ready to implement the strategy: The planning process
-
Preparing and managing negotiation teams
-
Communicating to maximize influence
-
Indirect forms of communication – body language
-
The power of listening skills in negotiation
-
Understanding power and communication in a cross-cultural context
-
Strategic considerations in cross-cultural negotiations
Understanding Behavioral Style to Negotiate Better
-
Knowing and Understanding your own Behavioral Style
-
Negotiation Style Assessment
-
Approaches to Negotiation
-
The ‘Win-Win’ and Why it is misunderstood
-
The Two Distinct Approaches to Negotiation
-
Communication Style and the Negotiation Process
-
Adapting to Different Communication Styles
-
Negotiation and Ethics
Building a Deal – Advanced Negotiation Strategies
-
Strategies versus tactics
-
Effective approaches to hard bargaining
-
Alternatives, walk-away point, bargaining range & objective setting
-
Constructing Opening Offers, Winners Curse, and Norms of Fairness
-
How to create value of strategies and tactics of integrative negotiation
-
Effective value generating deal making strategies
-
Underlying interests, high value/low value trades, unbundle issues and multiple offers