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Advanced Communication and Negotiation Skills


Course Objectives:

  • Communication skills and the arts of negotiation through the study of methods of verbal and non-verbal communication.
  • Communicate effectively and you will learn why sometimes you misunderstand what you are saying and how to ensure that your communication with others is understood correctly in the future.
  • Dealing effectively with others by listening actively and fully aware of body language This program will help to understand the meaning of negotiation and how often you negotiate automatically.
  • Planning the negotiations and best practices to deal with the most difficult and able negotiators and develop strategies to be more effective in the negotiations and will learn when to withdraw from negotiations that will not lead to the desired results

Course Outlines:

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