Win-Win Negotiation

Negotiation is an essential skill for success today. Regardless of whether one is engaged in a commercial activity or government organisation, whether for a profit or a not-for-profit group, good negotiation skills are crucial for sound and sustainable business growth.  They are important for establishing a sense of equity as well as being able to respond to the ever-demanding client, staff-member or up-line manager.

The win-win negotiation model was pioneered by Harvard University in the early 1980s and has been continually developed and expanded by the Harvard Program on Negotiation over the past thirty years.

Based on this model, this program provides training in the knowledge, skills and strategies to competently prepare for and conduct a negotiation – either as an individual or as a team. 

In this workshop, participants will learn:

• How important negotiation skills are  – and how universally applicable they are
• The essence and intent of principled negotiation  (win-win versus zero-sum negotiating)
• The basic and advanced negotiating skills
• Negotiation tactics and counter-tactics (including what to do when the other party does not ‘play by the rules’)
• The phases of the negotiation process
• Preparing for  a negotiation  (as an individual and as a team)
• Conducting the negotiation (as an individual and as a team)

 Learning Objectives

In this workshop, participants will learn:

• Core principles of negotiation success based on latest research and case studies
• Analysing the context, parties and negotiating style to determine the best approach

• The application of persuasion science for influential negotiationWhat is essential at each phase of the negotiation process to lead to the most successful agreement

• Preparing for a negotiation – key steps to set you up for success
• Crafting the highest perceived value offer and putting your proposal powerfully (especially in a price-sensitive context)
• Bargaining and debating strategies
• Skills and tactics for facilitating the decision and confirming the deal

Course Outline

Module	Topics	Methodology
Module 1 Negotiation Principles	Different types of negotiation Negotiating styles, personalities and behaviour types Common negotiation myths and errors Latest negotiation theories and research The 5-step negotiation process Essential negotiation skills Internal & external negotiation Cross-Cultural negotiation	Information provided as pre-reading. Quick Q&A and opinion poll to check.
Module 2 The Negotiation Relationship	Rapport-Building & Demonstrating Understanding Persuasive Tools	Small group exercise to determine which tools could be used most effectively with different parties and how this could be articulated/demonstrated in a negotiation.
Module 3 Preparation	Best prepared negotiates most confidently Individual &/or team negotiation Building leverage	Large Group discussion around the Preparation Checklist
Module 4 The Opening Offer	High Perceived Value Packaging Identifying negotiables (trade-offs)	Small group exercise: Scenario set of typical negotiation with client against known competitors.  Each group is to design the opening offer containing the highest perceived value to the other party.
Module 5 Preamble	Pattern Interrupters Building/Confirming Trust Probing	Instruction with video Exercise to identify effective probing questions.
Module 6 Bargaining	Who goes first Controlling the process Effective behaviours and tactics	One-on-One negotiation role-play with debrief.
Module 7 Typical Tactics	Anticipating and preparing Objection (esp price objections) Challenging	Large Group discussion to identify most useful/effective approaches. Opportunity for more experienced participants to share.
Module 8 Getting Agreement	Barriers to agreement Decision facilitation Closing tactics	Two-on-Two negotiation role-play with debrief.
Module 9 Putting It into Action	Using the skills and tactics Debrief and review	Team negotiation on realistic scenario.