Introduction:
The purpose of negotiation in communication can be defined as the activity of raising the level of mutual understanding whereby there is a flow of mutually beneficial knowledge and information.
It is crucially important for the Manager to leverage this subtle art of negotiation as a key enabler to further the projects activities scoping, planning, aligning, negotiating, motivating, and emotional intelligence through its people, processes and technology. Negotiation is both a science and an art.
It is a skill in which we get better and better as we frequently apply a successful strategy. This course teaches you this potent strategy .
Objectives:
- Understand the structure of negotiation.
- Construct, preparing to convincingly negotiate.
- Use Skills of clarifying Outcomes.
- Use Skills for Enhancing Sensory Acuity.
- Use Skills for Increasing Flexibility of Style.
- Use their personal power to negotiate successfully towards win/win.
Content:
- What is negotiation and what is your potential as a negotiator in the Management space.
- Preparation – the foundation of a successful negotiation with clients.
- The 7 steps of negotiating success.
- The importance of mind-set and beliefs in taking the project effectively forward.
- The paradigms of human interaction.
- Four essential rules of negotiation with the stakeholders.
- The negotiating arena – constructing the case convincingly.
- Top negotiating tips.
- Learning to build a foundation of rapport and interpersonal relationships in Projects.
- Learning to investigate your own patterns and meanings.
- Learning to reconnect the links between the Manager’s values and beliefs and his external language, both verbal and non-verbal.
- Sleight of mouth – Patterns of conversational belief change.
- Learning to recognize the potential different meanings in the language of clients and team members – Understanding the drives and motivations beneath the way in which people communicate.
- Communicating, negotiating with ourselves.
- The paradigms of human interaction .
Delivery :
- Knowledge distribution through presentation.
- Exercises based on NLP, Neuro Semantics.
- Behavioral and Cognitive tools.
- Case studies & illustrations.
- Roles plays.
- Questionnaire / OD Instruments.
