Workshop on Negotiation Skills toolkit with a Win-Win Mindset

Introduction

Each day we need to negotiate as part of our work and personal life. Negotiations in business are the abilities and techniques that help us achieve a beneficial outcome during a negotiation.

Negotiation skills are the abilities that help two or more parties agree to a common logical solution e.g. negotiating a project deadline with your team lead, negotiating contract terms with a potential customer and such others. Often when one party is ready to compromise the other party may resist. This makes negotiation difficult, that is why you need to master your negotiation skills

There are several principles, strategies, tactics to negotiate with success eg. first in the tool kit is preparation then process, ability to listen actively, to communicate with confidence, emotional intelligence, BATNA and such others. However, what makes a difference is negotiating with a win-win mindset & thorough preparation. An effective negotiator in getting contracts is an asset to the company moreover: he maintains good relationship with the opposite party whatever the negotiation outcome; has a collaborative approach with a longterm perspective to retain valuable customers

The right attitude, open mind set and suitable skills are required to negotiate effectively. Negotiation skills can have a structured process and it is an art too. Preparation and planning for effective negotiation plays a big role along with ability to persuade and close deals. Actually, everyone can function better when equipped with negotiation skills.

Training Objectives

1. To enhance skills of effective negotiation strategies & tactics to achieve the best possible outcome
2. To help achieve maximum financial results without damaging relationship with opposite party; negotiating with win-win mindset
3. To strengthen qualities of an effective negotiator: thorough preparation, active listening, emotionally intelligent, adding value to the customer & such others
4. To sensitize about Do’s & Don’ts of effective negotiation skills
5. To strengthen skills to persuade the opposite party to close deals

Training Content

a) Negotiation skills- Importance in professional & personal life
b) Principles & Stages of Negotiation
6 Stages of Negotiation
i. Preparation
ii. Open discussion
iii. Clarification of Goals
iv. Negotiation
v. Agreement
vi. Implementation of a plan
c) Strengthening qualities and skills of effective negotiator e.g. preparation,
ability to manage emotions, listen actively, directing conversation towards
positive outcome & others
d) On becoming adept at using Negotiation Strategies & Techniques like
Anchoring, BATNA, ZOPA & knowing when to walk away & such others
e) Negotiation Tactics e.g. listen more than you talk, use framing method,
rank your priorities, offer a Win- Win Situation & such others
f) Strengthen and Develop Relationship with opposite party to keep the
doors open for future opportunities
h) Ability to persuade and close deals

Outcomes of Training

Participants will:

1. Learn principles and stages of Negotiation
2. Strengthen special skills and tactics like preparation, emotional intelligence active listening, BATNA, when to walk away and such others
3. Look for win-win encounters and maintain positive relationship with opposite party and will be open to bigger future business opportunities
4. Acquire skills to negotiate with confidence& through preparation

Speaker Profile

Dr. Lata Shetty is the founder of Mainstream HRD Training Centre. She has conducted more than 70,000 batches in more than 150 companies and organizations with 25 years of experience. Her qualification is B.Sc., M.S.W, and Ph D from Tata Institute of Social Science, Certified NLP Practitioner.

Dr. Lata Shetty is a Resource person at the Bombay Chamber of Commerce and Industry since the last 20 years. She is a regular faculty at several training centres of financial institutions like SPBT and BSE.

She was a Columnist in Lok Satta – Lok mudra on HRD topics for 2 years; a Faculty at Orchid a Finishing School; faculty at Tata Institute of Social Science, visiting faculty at Somaiya Institute of Management. Worked as Head of Welfare Department in Godrej & Boyce for 4 years.

Training Style and Employee Level covered:

She has worked with immense success because of her Innovative, Energetic, Engaging style of training. Dr. Shetty has covered all levels of employees ranging from senior managers, middle management, Professionals like Chartered Accountants (ICAI in Bandra Kurla Complex, Mumbai), Medical Doctors in Corporate hospitals and such others.

Contact Details :

Ms. Shruti Rathod
Email : shruti.rathod@bombaychamber.com
Tel : 61200268