Communication and Negotiation Skills

Introduction:

Negotiations are an integral part of daily interactions, whether in professional, social, or family contexts. Evaluating and enhancing one's communication and negotiation skills is crucial for fostering productive relationships with peers, clients, and colleagues. This course on communication and negotiation skills provides a structured opportunity to refine these abilities, addressing modern negotiation complexities with clarity. Participants will gain practical knowledge to enhance their communication and negotiation skills for personal and professional success.

Objectives:

At the end of the course on communication and negotiation skills, participants will be able to:

• Apply key negotiation skills and styles to achieve satisfactory agreements.
• Utilize communication techniques to strengthen relationships and foster cooperation.
• Enhance emotional intelligence and anticipate problems for effective conflict management.
• Gain insights from industry experts.
• Develop job-specific competencies through hands-on projects.

Training Methodology:

• Case Studies
• Simulations
• Role Playing
• Workshops
• Group Discussions

Course Outline:

Unit 1: Structure of a Negotiation:

• Negotiation Analysis: Viewing negotiation as a series of connected movements.
• Recognizing BATNA (Best Alternative to a Negotiated Agreement) & ZOPA (Zone of Possible Agreement).
• Skills Development: Interpreting anchors and managing negotiable time effectively.
• Offers: Determining appropriate sizes and consequences of offers.
• Adapting to different stages of negotiations.
• Preparation: Opening, continuing, and concluding negotiations.

Unit 2: Effective Communication in Negotiation:

• Impact of emotions on the negotiation process.
• Emotional intelligence and negotiation strategies.
• Self-awareness and managing personal triggers.
• Using forbearance to avoid undesirable reactions.
• Social management to encourage positive interactions.
• Effective listening and message transmission.
• Developing empathy and effective communication with counterparts.

Unit 3: Interests and Positions:

• Understanding and subdividing interests.
• Differentiating between positional bargaining and interest-based negotiation.
• Formulating and addressing the problem without personalization.
• Creative thinking to design mutually beneficial options.
• Identifying and managing central and peripheral interests.
• Expanding the pie and negotiating for mutual satisfaction.

Unit 4: Conflict Resolution:

• Concepts of conflict spiral and steps.
• Addressing the thin red line in conflicts during negotiations.
• Shifting perspectives to reduce conflict risks.
• Utilizing 'Framing' in negotiations.
• Steps to reduce conflict in ongoing negotiations.
• Identifying and leveraging potential conflicts for positive outcomes.

Unit 5: Sophisticated Negotiation Techniques:

• Types of negotiation and appropriate contexts for each.
• Negotiating with difficult individuals or in challenging situations.
• Frameworks for multi-party negotiations and coalition formations.
• Understanding power dynamics in negotiations.
• Acquiring advanced negotiation skills and techniques.
• Handling deadlocks and obstructions.
• Advanced questioning techniques for gathering more information.
• Enhancing negotiation capabilities.