Negotiation plays a central role in our working lives, from formal deal-making with external stakeholders to less formal compromises and agreements made with our colleagues. Negotiation is often viewed as zero-sum game, in which someone must win while another must lose. There are many opportunities to create and find win-win solutions when practicing collaborative negotiation.
Aims and Objectives
Participants will learn to:
Look for win-win outcomes in negotiations with internal and external stakeholders
View negotiation as a means to build and deepen relationships
Become more comfortable and confident in conflict situations
Create a positive negotiating environment
Content
This programme combines tried and tested negotiation frameworks with theatre-based communication tools designed to create rapport and build relationships. Participants will learn to master 3 models which will help them:
Clarify their goals and objectives in any negotiation
Understand others’ issues and partisan perceptions
Explore what is going on beneath the surface in any negotiation
Expand their negotiating tactics to partner with others to create win-win, mutually satisfactory outcomes.