The key challenge in any negotiation is to progress elegantly through the issues that threaten to stall achievement of outcomes.
This requires raised awareness of the preferences of those we are trying to influence and working through a wide range of tactics to keep the interaction moving toward a solution.
The Negotiation Skills program provides methodologies for analysing different styles and the implications of specific personality types when negotiating with others. Participants are able to position themselves to maximise the likelihood of achieving an appropriate outcome.
Role-playing with an actor in typical workplace scenarios allows participants to develop negotiating skills that elicit information and direct the course of negotiation with factual rather than assumptive information. This program focuses on practical application of techniques and rehearsal through case study role-play.
MFW recommends Negotiation Skills as a two-day program.
> > Topics Covered
Individual negotiation preferences
Rapport building techniques
Thomas-Kilmann Conflict Mode Instrument
Negotiation styles
Quality questioning techniques
Dealing with conflict
Maintaining objectivity
Role-playing in typical workplace negotiations
Negotiation tactics
Gaining commitment
> > Outcomes for Participant
Increase understanding of the different negotiation methods
Adopt a range of negotiation styles
Facilitate decision making in a negotiation
Understand objections and how to progress through negotiation blocks
Build capability in seeking and gaining commitment
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