| Course Title | Course Language | Est.Duration-days | Est.Duration-Hours |
|---|---|---|---|
| Contract Negotiation Management Foundation | English | 3 | 21 |
Learning Objective
- Gain leverage / Discussion Control & Right target direction
- Avoid Surprises
- Think clearly, Set targets/Clear & Measurable Objectives
- Handle Contract stress, Discussion pressure & Pitfalls
- Understand the mood and objectives of the other party
- Foster trust and relationship building (Win-Win)
- Keep cool under pressure (Perform professionally not personally)
- Manage the other party
- Obtain a winning
Course Contents
Understanding the Negotiation Concepts & Importance
- What do we mean by Negotiation?
- Why Negotiation is important in our life & Business
- Is Negotiation a Talent or Acquired Skills & Science to Learn
- Soft and Hard Styles
- Principled Negotiation (The Harvard Model)
- Self-Analysis
- Characteristics of an Effective Negotiator
- Use of Non-Verbal Communication Techniques (Body Language) to Aid Understanding
Negotiation Process
1. Introduction
- Preparation
- Listening and discussion
- Proposal
- Bargaining
- Closure
2. Preparation
- Setting objectives
- Research
- Understanding the ‘other’ side
- Segmentation
- Anticipating the issues
- Preparing questions and scenarios
- Setting limits
- Selecting the negotiation team
- Venue
- Performing a dry run /Rehearsal Developing a ‘Plan B’
3. Negotiation tactics
- Listening and talking
- Facts-based vs. emotions
-based - Assertive vs. aggressive
- Psychological issues
- Fact-finding and testing the ground
- Challenging and probing
- Winning –over the other side
- Collaboration and compromise
- Walking away
Certificate
Attendees will get training certificate after the completion of the course