European Chamber of Commerce of the Philippines (ECCP) recently issued the following announcement.
Negotiation Skills Workshop (2nd Run)
DATE(s):
10 Jun to 11 Jun
In dealing with your customers and other stakeholders, you need to understand the fundamentals and complexities of negotiating. It doesn’t stop there. You also negotiate with your subordinates and colleagues to get the job done, or with your top management for concessions or needed support. Many of the principles applicable in business negotiationsapply to personal negotiations as well; and if you’re behind in your skills it may be too late to realize that you have been.
This program will prepare you for all types of negotiations; to keep the balance between asking for too much or settling for too little. It also helps develop the right skill-set for behaving in the negotiating table, discover how to avoid errors which can break the deal, identify, use and overcome negotiating tactics which crafty negotiators can use against you, and learn how to read and use body language to clarify exactly what the other party is trying to say or to hide.
Additionally, it will sharpen your skills in making counter-offers that have a higher chance of being accepted, as well as to overcome objections to your offers and counter-offers.
Course Outline
Introduction Experiential Exercise I
Value of Negotiation
Anatomy & Definition of Negotiation
Active Listening Skills
Effective Speaking Skills
Self-Assessment: What Type of Negotiator Are You?
Behavior Modalities
Negotiating for a Win-Win Outcome
Negotiating Steps
Importance of Having a Mental Map of Your Progress
Identifying & Prioritizing Tradables
Preparation
Researching the Opponent
Negotiation vs. Haggling
The Tradables Approach
Opening
Positions of Power
Primacy Effect
Steps in Opening
Investigating
Overcoming Opponent Resistance
Structured Questioning Sequence
Stating Your Proposal
Concept of Condition & Offer
Assertive & Submissive Formats
Converting Submissive Statements to Assertive
Controlling Opponent by Using Increasingly Specific Counter-Offers
Observing Opponent Response
Non-Verbal Communication
“Resisting” Body Language
“Receptive” Body Language
Responding to Proposals
Power of Flinching
Steps in Counter–proposing
Powerful Negotiating Gambits
Nibbling, Exchange Favors, Good Guy/Bad Guy
Offer Withdrawn, Taken Aback, Indifferent
Buyer / Seller, Ask Higher Authority, Triple F
Evidence By Printed Word, Splitting the Difference, Counter Gambits
Group Contest: Identifying & Countering Gambits
Ending the Negotiation
Summarizing
Drawing the Contract
Reinforcing Goodwill
Suggestions for Practice
Learning Investment:
Php 16,500 ECCP Members
Php 18,500 Non-Members
(includes coffee breaks, lunches, seminar materials and certificate of attendance)
Register Now!
For confirmations and more information, please contact
Ms. Nichole Raynera of ECCP at 845 1324 or email [email protected]
Original source: https://www.eccp.com/events/?id=543
