NSE Negotiation Skills for Executives

Start Dates: Sep 13, 2010-Sep 24, 2010 Nov 01, 2010-Nov 13, 2010

Duration

2 Weeks


Course Objectives

To train participants in the modern techniques of effective negotiations with stakeholders. Negotiation techniques are required in all occasions of human encounter - to achieve maximal benefits individuals need to learn the intricate processes of negotiation for interpersonal and corporate meetings


Who should attend

Board Directors, Directors Executive and Senior Management staff, who interact with various stakeholders external into the organisation


Prerequisites

None


Course Overview

Introduction
- Personal attributes
-The six trigger points
- The ‘good’ negotiator
Processes of Negotiation
-Definitions
-Characteristics
-Negotiating Processes
-Mixed situations
Identifying an approach
- Expectation tests
- Describing the tests
- Subjectivity of the tests
The rhythm of negotiation
-Factors
-Typical negotiation sequence
i) Opening moves
ii) Mid game
iii) End game and closure
-Variations
Bargaining Power
- Ingredients
- Assessing bargaining power
- Manipulating bargaining power
Strategies for negotiation- Three underlying
Principals
- Standard strategies
- Innovation and movement strategies
- Conclusion and closure strategies
- The combined strategy
Negotiating Teamwork
- Preparing the
Case
- Team organisation
- Team behaviour
Negotiating Tactics
- Investigation
- Influencing
- Innovation
- Conclusion
Negotiating psychology
- Conflict, frustration and
Stress
- Pressure and
Movement
- Identifying and exploiting individual


Learning Goal


Course Materials

Course notes, exercise materials and sample solutions.


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