About this Course

Course Synopsis

This competency unit gives a context to the process of negotiation and presents advice for effective and ethical negotiation

Course Outline

1 ) Plan and prepare alternatives and outcomes for both parties in negotiations to support negotiation objectives.

• Negotiation defined

• Why negotiate?

• Negotiation Planning and  Preparation process

• Negotiation objectives

• Context of Negotiation

• Negotiation Categories

• Pre Negotiation Checklist

• Legal Constraints and Obligations

• Ethical Constraints

• Components of Negotiation Plans

• MDO versus LAA

• What is BATNA?

2 ) Apply communication and conflict resolution techniques to achieve desired negotiation outcomes.

• Communication Techniques

• Information and inputs from colleagues

• Importance of information

• Examples of information input

• Feedback from the ‘other party’

• Body languages makes difference

• Negotiation Techniques

• Conflict Style

• IBR Approach

• Conflict Resolution : Benefits

3 ) Finalise negotiation and take necessary follow up actions to close negotiation.

• Follow up Actions

• Identifying a Safe Break points

• Confirm Mutual Understanding of Established Successes

• Summarizing Agreements

4 ) Monitor and evaluate negotiation outcomes against objectives in accordance with organisational procedures.

• Evaluate your preparation

• Evaluate the process

• Evaluate the outcome

• Learn from your negotiations

Key Course Information

 Course Length   16 hours (2 days) 

 Min Class Size   12 pax

 Mode of Delivery    Workshop

 Awarded by   WDA

Funding Type(s) Available

WDA Funding of up to 95% of course fees and Absentee Payroll. Fees listed do not reflect Absentee Payroll calculations. To calculate this funding type, please visit http://www.skillsconnect.gov.sg/

Recommendation

This course is recommended for Senior Executive, Assistant Managers , Managers involve in the business development and negotiation execution in their organisation.

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