In many cultures negotiations are an art form, like a dance or a creation of a subtle work of artistic merit. As a consequence of history, cultural norms and attitudes, some older cultures have a proud tradition of bargaining and negotiation. What may be ac­ceptable in some cultures are unacceptable in others. In corpo­rate terms as well, some organization cultures encourage negotia­tion, while others see it as a necessary part of business.
The rituals of negotiation vary as well. There are variances in how long the preliminary discussions should take, how to move to business, who starts the negotiations, and at what speed  should the discussions move.
For the purpose of this program, nego­tiation is positioned as a management technique, where negotiators learn and use basic skills, handle specific challenges and recognize common hurdles that can be overcome. They learn how to achieve their desired result, without alienating the Client.

Benefits of attending

As a result of this program, participants will

• learn and practice new skills and behavior patterns while building on  existing skills
• develop ways to handle the challenges in negotiating while building a relationship of  trust  with the Client

• focus on the importance of handling all the aspects that impact the negotiation process
• develop a personalized action plan for continued improvement and growth

Program Contents

• Defining Negotiation, Collaborators or Opponents, The Win-Win Zone                                
• Negotiating  Skills- Building Rapport, Body Language, Verbal Communication                              
• Managing Expectations, Questioning, Active Listening, Assertive Behavior                                
• Managing  The  Process- The Preparation Stage, Logistics, Seating Arrangements                      
• Negotiation  Strategies- Managing the Objectives, Inputs and Outputs, Negotiating Styles - Personal analysis for each participant                                                  
• Road  Blocks- Handling Criticism / Feedback Effectively, Dealing With Disagreement, Keeping  The Negotiation Going
• Common  Mistakes- an overview, alternative Strategies and Options
• Ploys, Gambits and Dirty Tricks- knowledge is power.

Program Duration- Two days

Who should attend- Middle and Top level Management

Methodology-The program uses behavior modeling as the central instruction­al method. Since this is program seeks to  build  on  current skill levels and grow them to enhanced level, the program relies heavily on Role Plays, Group Work, Exercises - Individually and Groups,  Lecturettes and case Studies