Negotiation and Influencing Skills April 29 30, 2012

Transcription

1 Negotiation and Influencing Skills April 29 30, 2012

2 Overview This course combines two interrelated skills, influencing and negotiating. These two skills go hand in hand in today s business world. The ability to influence people with agreement and collaboration will greatly assist in negotiations. Course Objectives At the end of the course, learners will be able to: understand the power of influencing and persuasion identify and apply effective persuasion techniques and principles understand what negotiation is and the types of negotiations that individuals use for specific outcomes understand the primary principles of negotiation and ways that others influence us understand the benefits of a good negotiation skills taking the interests of both parties into consideration ask questions and analyze others point of view to build trust and good relationship during negotiation develop a win-win approach while making and containing concessions identify and demonstrate understanding of common negotiation tactics and how to recognize their use Pre-Training Activities Prior to the course, all participants will be asked to complete some pre-training activities. This work will help determine what participants would do in an actual situation involving negotiation and influencing competencies. It will help you focus on the most important aspects of the course and enable you to relate the learning to your own specific areas. The following material will be distributed to all participants prior to the course: Negotiating Skills Self-Assessment: This helps you determine what you need to be good a negotiator. It explores how poor negotiation can negatively affect communication with others. SWOT Analysis: Understanding the strengths, weaknesses, opportunities and threats, both of individuals and organizations, enables learners to pre-plan their responses, and put them in a stronger negotiation positions. A series of separate negotiating situations: Participants are required to decide which of the alternative actions they would take. The answers will be analyzed and discussed during the course. Course Duration 2 days

3 Course Content: Day One Introductions of Participants Power of Influencing/Persuasion Understand that persuasion is about getting to shared understanding and agreement Importance of persuasion ACE model of persuasion effectiveness Appropriateness Consistency Effectiveness The Persuasion Process Understand others motivations and needs Establish credibility Find common ground Engage in joint problem solving Support preferred outcome with logic and reasoning Create an emotional connection What Is Negotiation and Why Is It Important? Definition Why do we negotiate? Benefits of effective negotiation skills Types and Strategies of Negotiation Understand the different strategies used in negotiation Adversarial/positional Interest-based/principled Common outcomes of negotiation Lose-Lose Win-Lose Win-Win No Result Negotiation Styles Understand the different styles of negotiation that are appropriate in different circumstances Importance of outcome vs. importance of relationship Collaboration Competition Accommodation Avoidance Compromising

4 Course Content: Day Two Core Principles of Negotiation Understand the primary principles of negotiation and ways that others influence us Best Alternative To a Negotiated Agreement (BATNA) Zone for Possible Agreement (ZOPA) Wants vs. Needs Empathy Steps to Negotiating Understanding the five steps for effective negotiation and adapting to the different communication styles that can surface during the negotiation process Analysis Perpetration and planning Definition of common grounds Clarification and justification Bargaining and problem solving Closure and implementation Investigating Interest Helps participants understand the aspirations and interest of the negotiation counterpart and why they have taken that standpoint Importance of interest Focus on interest not positions Uncover common interests negotiable variables or tradable concessions Rules for making concessions Look for negotiable variables Create options Handling Deadlock Avoid immovable positions Ask questions Building Trust and Relationship Understand the importance of trust among both sides and how to develop it Trust in negotiation Tips for building trust

5 Characteristics of Effective Negotiator Understand the difference between being tough and being effective Look at buying and selling in the same deal Keep the whole package in mind Have good alternative Be an effective communicator Have an eye for body language Always stay in control Tactics and Barriers to Effective Negotiation Understand the common tactics used in negotiation and how they can interfere with a successful negotiation outcome effective negotiation Integrity and ethics in negotiation Common tactics Use appropriate countermeasures in the face of the most commonly used tactics Close and Individual Action Plans Post-Training Activities When returning to work to implement the action plan, the learners should ideally be supported by their line manager, rather than have the responsibility for implementation rest entirely on the individual. The line manager is encouraged to hold a debriefing meeting with the participant soon after his/her return to work, covering a number of questions, basically discussing and agreeing the action plan and arranging support for the learner in his/her implementation. Each participant is encouraged to review the individual action plan with his/ her line manager. Revision of the self-assessment: An analysis to the pre-work/self-assessment instrument will be distributed during the course. Based on this analysis, participants are encouraged to review their answers and prepare an outline for self-improvement. A questionnaire will be distributed to help them with their plan. Negotiation skills follow-up assessment: Managers and supervisors will evaluate the learner s performance after attending the training session as well as monitor his/her progress. Additional exercises will be distributed that will help the learners put some of the ideas learned during the training into their daily work. Recommend books for supplementary reading

6 Course Director Catherine Chikhani is a highly experienced management consultant who has worked in Lebanon, the United States, Belgium, Bahrain and the UAE for more than 20 years. During this time, she has worked for a number of medical and educational institutions with a global presence, such as AMIDEAST, Harvard Overseas Executive Programs and the Berlitz Language Center. In 2002, Ms. Chikhani moved into consultancy, offering group training and management coaching focusing on operational management tailor-made to suit the requirements of foreign and local companies operating in the region. She excelled in tackling management change issues, business development challenges and difficulties revolving around cultural differences. Ms. Chikhani is a certified NLP Master Coach and holds an MBA degree with a concentration in organizational behavior and change management from the American University in Dubai, and a BS in Pharmacy from the American University in Beirut. She is fluent in both English and Arabic and has exceptional capability in conducting her work in both languages. Venue This course will be held on the distinguished campus of American University of Sharjah, Free parking and free wireless Internet access are available to the guests. Internet spots and fax, photocopy and printing services are also available upon request. Material Instructor s handouts and presentation notes Certificate Participants who attend and complete the course obtain two Certificates of Accomplishment: one from AUS and one from AMIDEAST. The certificate awarded by AUS is signed by the university s Chancellor and Vice Chancellor for Enrollment Management. The certificate awarded from AMIDEAST is signed by the AMIDEAST Country Director.

7 Course Fee The course fee includes course attendance, course material, coffee breaks and snacks, and Certificates of Accomplishment. Public Fee: AED 2,500 per person Early Registration: AED 2,250 (for registrations received one month before the course starts) Groups of two or more and AUS alumni: AED 2,100 per person Registration closes two weeks before the first day of class. About AUS AMIDEAST Professional Development Courses American University of Sharjah (AUS) and America-Mideast Educational & Training Services Inc. (AMIDEAST), a not-for-profit educational organization, have a strategic partnership for testing and professional training. Both organizations have a common goal: to provide updated and advanced courses for professionals in the Gulf region for reasonable fees. Many successful courses have already taken place under this partnership and more are coming. As both AUS and AMIDEAST are aware of the importance of professional training as an investment in human capital, special arrangements, such as discounted fees and hotel reservations, are available for organizations sponsoring course participants. Tailored Executive Courses Executive education programs can be designed according to an organization s specific needs. AUS and AMIDEAST will ensure the instructor s availability and arrange the communication between the organization and the instructor. The organization usually will conduct the administrative tasks, but AUS/AMIDEAST can provide support upon request.

8 Course Registration Form Negotiation and Influencing Skills April 29 30, 2012 Personal Details AUS ID (if applicable): Type: Vendor ( ) Personal ( ) Title: Name: Position: Dept: Tel: Fax: Car Info (model, color & plate #): (for parking permit purposes only) Company Details Organization: PO Box: City: Country: Website: Industry: Number of employees: Approving Manager: Position: Tel: Fax: Venue and Timings Venue: Timing: American University of Sharjah 9:00 a.m. to 5:00 p.m. Workshop Fee Fee: Public Fee: AED 2,500 per person Early Registration: AED 2,250 (for registrations received one month before the course starts) Groups of two or more and AUS alumni: AED 2,100 per person Payment and Cancellation An invoice will be sent upon receipt of your registration form. For payments to AUS an AUS ID number will be issued. Please contact AUS for details. If a participant cancels three or more weeks before the course starts, a full refund applies less an administrative fee of AED 500. No refund applies for cancellations requested less than two weeks before the course start date. AUS and AMIDEAST reserve the right to make changes in the course program, venue and speakers or to cancel the course when conditions prevail. Declaration I have read and understood the refund policy and the cancellation conditions. Signature and Full Name: For any inquiries please contact: AUS: Tel /5 Fax epapailia@aus.edu, bniyas@aus.edu AMIDEAST: Tel Ext. 237 uae.training@amideast.org