SAMPLE Two Day Course
Effective negotiation strategies and skills – Two day course
Negotiation and conflict are seldom parted entirely. However sometimes in negotiation conflict is barely
noticed let alone perceived as a problem, whilst in some conflict situations negotiation simply doesn’t
seem to happen. Negotiators will be provided with concise information on how to get the best out of
negotiation whether or not the situation is contentious.
Negotiation conflict styles
 Identify sources of conflict in negotiation
 Present negotiation conflict styles
 Examine a strategic approach to dealing with conflict in negotiation
 Translate the Thomas Kilmann results (recommend that Thomas Kilmann Conflict Styles
Indicator be completed by all delegates)
Framework for an effective negotiation
 Identify the negotiation phase model
 Establish preparation essentials
 Examine a negotiation planning instrument
 Analyse the important elements necessary for successful
o Opening
o Exploration
o Bargaining
o Concluding
Creating and claiming value in negotiation
 Examine the elements of distributive bargaining
 Analyse a strategic framework
 Establish the requirements for a successful integrative negotiation
 Identify a 4 step model for integrative bargaining
 Analyse the difference between interests and positions
 Case study discussion.
Pragmatic approach
 Assess the qualities of an excellent negotiator
 Examine CEDR’s pragmatic approach to negotiation
Group negotiation coaching
 Analyse particular factors which have caused concern/interest during the training
 Provide practical tools for effective functioning within a group setting
Effective negotiation skills and strategies - Day Two
Effective communication skills
 Identify essential components of effective listening
 Define the different types and use of questions
 Examine non-verbal communication essentials
Building and maintaining trust
 Identify factors to establish trust
 Methods of maintain trust
 Process for regaining/re-establishing trust
Effective use of persuasion and influence
 Identify the key principles of persuasion/influence (within and between teams)
 Present an approach/methodology of how to use these principles strategically
Managing emotion
 Identify different approaches in dealing with emotions
 Present a method of engaging in a difficult negotiation conversation
 Define the core concerns when dealing with emotion
Dealing with deadlock
 Process for approaching deadlock/stalemate situations
 Establishing a framework for how to actively engage in dealing with deadlock situations
Tricks, ploys and strategies in negotiation
 Identify tricks and ploys used in negotiation
 Establish an approach/method of identifying and dealing with these negotiation strategies.
Individual negotiation feedback
 Analyse particular factors which have caused concern/interest during the training
 Provide practical tools for effective functioning within a group setting