Win-Win Negotiations

Purpose and outcomes

The purpose of this programme is to equip delegates to plan a negotiation strategy and have fun getting what they want. By the end of the programme learners should understand the nature, forms and context of negotiation and be able to apply the principles of negotiation; be able to understand and use different negotiation styles, tactics and methods.

Target group

This is aimed at people who are involved in situations where negotiation skills are required. The programme encompasses aspects necessary to negotiate confidently, effectively and dynamically to get what you want from someone who can give it to you. Delivery and content is adapted to the level and needs of the delegates. For maximum effectiveness and participation, no more than 12 delegates are accommodated per programme.

Methodology

Our facilitators use PowerPoint visual presentations, international best practice videos, role-play, and case studies. The programme is participative. A certificate of attendance is awarded upon completion of the programme and assessment against SAQA Unit Standards can be arranged separately. The workshop is a facilitated process, which maximises individual learning, rather than a typical classroom situation. We make use of videos, guided discussion, and syndicate projects, as well as experiential skill building exercises such as case studies and skill practices.

The focus is on the practical approach to negotiations, in addition to encouraging individual mastery and responsibility for skill transfer.

Outline

Module 1: Introduction

Individual learning and development: perspective and goals

Module 2: Negotiation defined

What is negotiation?

Why is it necessary?

The nature of negotiation

Negotiation as a process

• Opposition as a source of negotiation
• Interaction
• Common ground
• Flexibility

Alternative forms of negotiation

• Collective bargaining
• Persuasion
• Mediation
• Arbitration
• Lobying
• Talks

The context of negotiation

• Levels of commitment
• Levels of empowerment
• Levels of knowledge
• Levels of skill
• Differing attitudes
• Perception of the organisation
• The mandate
• Environment

Module 3: Effective Negotiators

Effective negotiation behaviour

Counter proposals

Defend / Attack spirals

Supporting arguments

Behavioural indicators

Testing understanding and summarising: case studies

Gathering information

Revealing thoughts

The effect of personality

Locus of control: questionnaire & implications

Negotiation styles: Questionnaire & Interpretation of scores (Video)

• Competing
• Accommodating
• Avoiding
• Collaborating

General considerations

Specific interpretation of each style

Module 4: Principles of effective negotiation (Video)

What is this negotiation about?

The negotiating see-saw

How to behave when things go wrong

Module 5: The negotiating climate

Types of climate

Perceptual selectivity

The influence of space and position

Comfort zones

The effect of time

Personal Action Plan

Module 6: The negotiating process (Video)

Phase 1: Preparation

Phase 2: Bargaining