Negotiations: A Human Relations Approach
About
This 3-hour course includes 90 minutes of live online instruction and 90 minutes of self-directed learning.
Effective leaders are also effective negotiators. This requires that they also be expert questioners and information gatherers. A common mistake when negotiating is the failure to thoroughly explore the wants, needs, and motives of the other party involved before presenting solutions. When you hone your method of inquiry and learn to present solutions in a way that others can see added value, you’re more than halfway to achieving a successful negotiation.
Applying a proven negotiations process helps people know where they are going and how to plan for success. By building rapport, analyzing the actions, needs, and agendas of both parties, presenting alternatives, bargaining in good faith, and finalizing agreements so that everyone “wins” something that they want, you strengthen the relationship and increase the likelihood that future interactions will be positive
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For the best value, purchase this course as part of the Sales Essentials 1 Year Subscription.
Objectives:
What You’ll Learn
In this workshop, you will practice methods to uncover and appeal to the different interests that are revealed during the negotiation process. Discover where negotiations break down, and how listening and asking questions to uncover needs of others brings you back to center. You’ll create open-ended power questions for establishing each negotiator’s needs and you will apply strategies to move to agreement.
Why You Want To Learn It
Analysis of the stakes is necessary for preparing a strategy that aligns your counterpart’s needs with your own objectives. By doing so, you can avoid confrontation and instead, engage in a collaborative conversation to arrive at a solution that is mutually beneficial. Everyone’s happy!
How It Will Help You
You will learn to build rapport by analyzing the actions, needs and agendas of all parties. Apply effective strategies for presenting alternatives, bargaining, and finalizing agreements so that all parties are satisfied. By doing so, you’ll increase the likelihood of future interactions and strengthened partnerships.
At the end of this session, you will be able to:
- Recognize and use steps in a negotiations process
- Practice methods to uncover and appeal to different peoples’ interests
- Create power questions to get the information needed from each negotiator
- Generate all-win outcomes through planning and preparation
