Course Outline:

1. What is negotiation and why negotiation

• What is negotiation?
• What is not negotiation?
• Why negotiation?

2. Your negotiation challenges

• What are the typical matters that you deal with and challenges that you encounter in negotiation?

3. Negotiation focus

• Position bargaining
• Interest bargaining
• Their differences and how are they related
• What is the “why” for a position?

4. Negotiation matters

• Interest issues
• Principle (right) issues
• Their characteristics and likely negotiation approach

5. Negotiation types

• Distributive negotiation
• Integrative negotiation
• Their differences and approach to deal with them

6. Negotiator’s agenda and context

• What could be the agendas and context?
• Examples on how a negotiator’s agenda or context could affect the negotiation
• Importance of understanding a negotiator’s agenda and context

7. Negotiation process model

• Seeing the negotiation and process holistically

8. Fundamental skills
• Master self
• Master your story
• Listen to understand
• Communicate to be understood
• Think and analyse critically

9. Negotiation essentials
• Dealing with emotion – separate people from issues and deal with emotions first
• Building and sustaining relationships – importance of relationships, how to build and sustain relationships

10. Negotiation phases
• Preparation
• Stating and advancing your interests
• Listening to their interests
• Weakening their case
• Inventing options
• Settlement

11. Dealing with an impasse or deadlock in negotiation
• What do you do when you hit an impasse or deadlock?
• Escalation process

12. Negotiation tactics
• Common negotiation tactics
• Dealing with someone who always says “No”
• Dealing with someone who claims to have no authority
• Dealing with a tough negotiator
• Dealing with a “soft: negotiator
• Dealing with someone who cherry picks

Methodologies

Lecture and case study. Many real life practical examples will be shared. These examples cover different human resource and industrial relations issues.

Who should attend?

Directors, managers and executives who have to deal with human resource and industrial relations matters and influence and negotiate with others.