Business Negotiation

Instructional Methods: Hands-on exercises in preparing negotiation plans, group discussions on setting objectives, and case studies on successful preparation.

Topics Covered:

• Preparing for negotiations: Setting objectives, goals, and limits.
• Researching the other party’s interests, needs, and position.
• Building a negotiation strategy and defining your value proposition.
• Developing a BATNA (Best Alternative to a Negotiated Agreement).
• Anticipating challenges and formulating responses to potential objections.

Instructional Methods: Practical exercises in applying negotiation tactics, group discussions on strategic approaches, and case studies on using tactics effectively.

Topics Covered:

• Understanding different negotiation tactics: Anchoring, framing, and concession strategies.
• Using silence, questioning, and active listening to gain insights.
• Managing emotions and maintaining control during negotiations.
• Deciding when to compromise or hold firm to achieve better outcomes.
• Employing collaborative strategies to create win-win scenarios.

Instructional Methods: Group discussions on handling difficult situations, practical exercises in conflict resolution, and case studies on managing high-stakes negotiations.

Topics Covered:

• Managing conflicts and addressing disputes during negotiations.
• Dealing with difficult or uncooperative counterparts.
• Building rapport and using empathy to resolve disagreements.
• Negotiating under pressure and dealing with time constraints.
• Recovering from negotiation setbacks and staying focused on goals.

Instructional Methods: Hands-on exercises in deal closing, group discussions on finalising agreements, and case studies on successful closures.

Topics Covered:

• Recognising signals that indicate readiness to close a deal.
• Securing agreement through clear and concise communication.
• Handling last-minute objections and ensuring commitment to the agreement.
• Formalising agreements: Documentation, contracts, and follow-up.
• Building long-term relationships through post-negotiation strategies.

Instructional Methods: Practical exercises in cross-cultural negotiations, group discussions on global negotiation challenges, and case studies on international business deals.

Topics Covered:

• Understanding the impact of cultural differences on negotiation styles.
• Adapting negotiation strategies to suit different cultural contexts.
• Overcoming language barriers and fostering cross-cultural communication.
• Managing global negotiations: Legal, regulatory, and cultural considerations.
• Ensuring successful outcomes in multinational and cross-border negotiations.