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Provided by: Fathom Corporate Training ADVANCED NEGOTIATION SKILLS WORKSHOPNegotiation Skills |
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This course will help a seasoned negotiator think more clearly through all the issues that influence a deal. It includes an analysis of how performance will be measured by all parties interested in the outcome of the negotiation. This advanced workshop teaches participants to ask the right questions to understand the true drivers and implications of the deal. Participants learn both the opportunities and the potential pitfalls that result from first proposals and how make a counterproposal.
It teaches students to use inquiry to build a list of possible low cost concessions. Students learn to recognize and neutralize tactics by getting them on the table. Participants learn to implement a negotiation evaluation process to more fully benefit from each phase of the negotiation and to correct course for future negotiations. Learning is gained through real world case study and extensive role-play utilizing complicated multi-party scenarios. The Advanced Negotiation Workshop picks up where the 1st level Negotiation Skills Workshop leaves off.
It teaches students to use inquiry to build a list of possible low cost concessions. Students learn to recognize and neutralize tactics by getting them on the table. Participants learn to implement a negotiation evaluation process to more fully benefit from each phase of the negotiation and to correct course for future negotiations. Learning is gained through real world case study and extensive role-play utilizing complicated multi-party scenarios. The Advanced Negotiation Workshop picks up where the 1st level Negotiation Skills Workshop leaves off.
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Training
Provided by Fathom Corporate Training
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ADVANCED NEGOTIATION SKILLS WORKSHOP
Objectives
Participants will learn to:
- Assess their current negotiation proficiency through a benchmark
- Understand how behavioral style drives negotiator tendencies
- Utilize the 5 phases of negotiation for success
- Focus on the 6 issues that underlie a complicated negotiation
- Pace the negotiation for better results
- Ask better questions to clarify and learn implications of the negotiation
- Gauge how all parties in the negotiation will measure performance
- Create and integrate new options to build more value for both parties
- Build and deliver an effective first proposal
- Claim a larger portion of the value for themselves
- Recognize and neutralize 5 categories of tactics
- Build and trade concessions with multiple values and priorities
- Fully evaluate a negotiation to better prepare for the future deals
Participants will learn to:
- Assess their current negotiation proficiency through a benchmark
- Understand how behavioral style drives negotiator tendencies
- Utilize the 5 phases of negotiation for success
- Focus on the 6 issues that underlie a complicated negotiation
- Pace the negotiation for better results
- Ask better questions to clarify and learn implications of the negotiation
- Gauge how all parties in the negotiation will measure performance
- Create and integrate new options to build more value for both parties
- Build and deliver an effective first proposal
- Claim a larger portion of the value for themselves
- Recognize and neutralize 5 categories of tactics
- Build and trade concessions with multiple values and priorities
- Fully evaluate a negotiation to better prepare for the future deals
About The Training Provider: Fathom Corporate Training
Fathom Corporate Training - With more than 20 years of experience in the management turnaround environment, Fathom Corporate Training was founded to work with clients who are facing critical challenges in management, sales, customer service and branding in commoditized markets. Our client-centered workshops are designed to seed new thought and facilitate course correction. We can help you to increase employee...
