Advanced Management Negotiations

Overview/Description
 This course will develop the learners' negotiating skills to improve their overall negotiating ability. It will show the learner how to use questions to gather information and control the negotiation. It will examine the importance of listening during the negotiation, and develop the sources of power that can be used or may need to be recognised and defended against. The learner will also learn how to use persuasion and assertivesness in the negotiation, and gain an awarenes of the importance of the financial aspects of negotiating. Finally, the learner will understand the difference between negotiating on a one-to-one basis, negotiating in pairs, and negotiating in groups

Target Audience
 Anyone involved in any type of management negotiation.

Expected Duration
4 hours

Lesson Objectives:

Questioning and Listening Skills

  • recognize the benefit of using open, closed and controlling questions, and active listening in the negotiation process.
  • identify the six types of open questions and the different types of information that they elicit.
  • identify the different types of closed questions and how to use them to control the negotiation.
  • identify the six stages of listening and techniques to improve listening.

    • Sources of Power

  • recognize the benefits of identifying the different sources of power and how they can be used in the negotiation process.
  • identify and use the six major sources of power.
  • identify and use the other sources of power that are available during a negotiation.

    • Persuasion and Assertiveness

  • identify the benefits of using different types of persuasive techniques and of being assertive rather than aggressive or submissive during the negotiation.
  • recognize the four different types of persuasion and the eight steps to successful persuasion.
  • identify the difference between being submissive, assertive, and aggressive recognizing the five essential steps to being assertive in a negotiation.

    • Financial Considerations

  • recognize the importance of placing a value on every negotiating issue, keeping the cost of the total package in mind all of the time.
  • identify situations where marginal pricing could be used and the dangers of using marginal pricing.
  • be able to take into account all of the financial variables when negotiating a deal and use tables showing the relationship that exists between price, discounts, and volume.

    • Group Negotiations

  • identify the benefits of using different tactics when negotiating with two people or a team and recognize the importance of the roles of different members of the team and when and how to use them in negotiation.
  • identify when negotiating with two people is a deliberate ploy and counter with tactics.
  • identify the different roles and actions necessary to set up a team negotiation.

    • Course Number: MGMT0402