Persuasive Negotiation (3 Day Program)
Description: 3 Modules
Duration: 3 Days (sequential or separate)
Cost: Full 3 Day Negotiation course $1,200.00 (sequential)
$1,320.00 (all modules completed separately)
Description |
Duration |
Dates |
Cost |
|
| Module 1 | Problem Solving & Decision Making | 1 Day |
Monday 21 November |
$550 |
| Module 2 | Balance Communication | 1 Day |
Tuesday 22 November |
$550 |
| Module 3 | Negotiation (application & practice) | 1 Day |
Wednesday 23 November |
$770 |
Persuasive Negotiation
Negotiation is the process of developing an agreed outcome in situations where two or more parties have competing or conflicting needs, demands and/or interests.
The world would be a better place if we were all better at negotiating and less willing (or obliged), to compete or conflict. Within our own personal "Circles of Influence" we can vastly improve our workplaces, our home lives (teenage children and household pets excepted!) and our social and community activities, through improved negotiation skills and better negotiations.
As a discipline, a process and a skill set, negotiation is a fascinating blend of: art and science; perception and reality; intuition and compulsion; time and place; training and improvisation and the personal and the impersonal.
Given this complexity, you're forgiven for thinking this could be a lifetime's study, rather than a one or two day course. Of course, you're right!
But there is hope - serious hope. We think of this course as a personal "Particle Accelerator". Let us explain: most people spend their whole lives in and observing negotiations, from the totally trivial to the highly important (at least to them). Yet most people don't see themselves as being in a negotiation, they're just "in the moment" and "in a situation". Consequently, they muddle through, either skilfully or unskilfully, and eventually win, lose or compromise, according to their circumstances, attributes and situational dynamics.
You probably know of one or more people who consistently achieve better results for themselves and/or for their families, friends, groups, businesses or organisations in a wide variety of competitive situations. These people are skilled negotiators whether or not they, or anybody else, consciously thinks of them as such.
So what's this talk of Particle Accelerators? We take your already extensive (even if largely unrecognised) knowledge and experience of negotiation situations and dynamics and make it overt to you by providing a conceptual and behavioural framework to help understand what is actually happening during negotiations. Effectively, we locate and capture some of your potential. Then we energise and focus it to make it more useful to you - which is basically, as I understand it, what Particle Accelerators do!
We add to your knowledge within a logical, and intuitively congruent conceptual structure, thereby providing you with a coherent operational framework for your future negotiations.
Now you understand what we are trying to do and why we are doing it, you're ready to learn a range of relevant and practical skills that will make you much better than before at doing it.
Our negotiation methodology (and theology) is based on the concept of principled, interest-based negotiation. In essence, this is a collaborative model that believes you make better deals by collaborating to create value, rather than by competing to claim value . By also teaching ways to persuade and influence, we add the probability that you will get the best possible (personal) outcomes by helping to create the best possible (issues) outcomes.
Note that this is not a "soft skills" program. This is true martial arts in negotiation, with an appropriate leavening of principles, interest recognition and active relationship management.
Learning Objectives
As with all TSG training, this course is customised to address the individual circumstances and needs of individual participants, and of specific businesses, organisations, professions and industries.
Course participants learn about the dynamic elements that are in play during all negotiations.
They obtain a clear and powerful conceptual framework within which to conduct their negotiations.
They are taught a range of essential skills to help them:
- Get their negotiations into appropriate shape; and
- Get their negotiations into appropriate environments; and
- Perform strongly in such negotiation environments; and
- Improve the outcomes of all negotiations they engage in.
Hierarchy of Skills - Position in Skills Development Program
This is a Level (3) course that either teaches, or builds on already taught: (1) Problem Solving & Decision Making; and (2) Communication and Balance Communication. It comprises a powerful blend of theory, skills training and active learning through facilitated and de-briefed role plays.
We offer this course in 3 different configurations, each being a complete course in itself:
- (1 day) This course assumes and requires no prior training. It introduces the concepts of problem solving, decision making and balance communication. This takes up the first 1/3 of the day. Then we move onto Persuasive Negotiation, which we study and practise for the latter 2/3 of the day.
- (2 days) This course is for participants who want to gain more advanced skills in Persuasive Negotiation and who have not previously undertaken our (1) Problem Solving & Decision Making; (2) Communication and Balance Communication training (or who want a full refresher).
Day (1) - work through the foundation skills in detail, especially Balance Communication, with plenty of active learning through practical exercises.
Day (2) - undertake Persuasive Negotiation training, with plenty of active learning through practical exercises.
