Communication and Negotiation Skills: Techniques and Strategies

Introduction:

Negotiation and communication are pivotal in all aspects of life—whether professional, social, or familial. Effective mastery of these skills builds positive relationships with co-workers, clients, and other colleagues. This course aims to enhance participants' abilities in these areas by recognizing that negotiation is a dynamic process and can always be refined. The course offers a step-by-step approach to strengthening communication and negotiation skills, incorporating the latest research and trends to help participants succeed in various contexts.

Objectives:

• Employ key negotiation skills and styles for productive outcomes.
• Apply effective communication methods to enhance relationships and collaboration.
• Master critical thinking skills for emotional control and conflict resolution.
• Acquire new insights from industry experts.
• Gain practical job-oriented skills through hands-on projects.

Training Methodology:

• Case studies
• Role plays
• Interactive seminars
• Guest lectures from specialists
• Simulation exercises
• Group work

Course Outline:

Unit 1: Structure of a Negotiation

• Negotiation Analysis: Understanding the negotiation process.
• BATNA (Best Alternative to a Negotiated Agreement) and ZOPA (Zone of Possible Agreement).
• Managing negotiation tempo and time.
• Strategies for making and managing offers.
• Stages of negotiation and adaptive strategies.

Unit 2: Effective Communication in Negotiation

• Importance of emotions in negotiation (Moore’s rule).
• Reading and managing emotions during negotiations.
• Enhancing self-awareness and emotional control.
• Social management competencies for positive influence.
• Models for effective communication: listening and clarity.
• Building emotional understanding of the other party’s views.

Unit 3: Interests and Positions

• Levels of interests: needs vs. purposes.
• Distinguishing interests from positions.
• Focusing on the problem, not the person.
• Creative thinking and win-win solutions.
• Addressing primary problems and neutralizing bargaining asymmetries.

Unit 4: Conflict Resolution

• Understanding the conflict spiral and stages.
• Techniques to alter perspectives and reduce conflict.
• Early signs of potential conflicts.
• Strategies for managing and resolving disputes.
• Creative solutions for conflict prevention and management.

Unit 5: Advanced Negotiation Tactics

• Experimenting with negotiation approaches and timing.
• Combat styles for difficult negotiations.
• Multi-stakeholder negotiation and alliance building.
• Persuasion skills and breaking stalemates.
• Using questioning techniques for complex answers.
• Plans for enhancing negotiation skills.