Psychology of Negotiation
Create higher value through more effective negotiation
The Psychology of Negotiation empowers an organisation's representatives to create higher value for their organisations through more effective negotiation. Through insights into the inherent preferences and prejudices of all individuals, Psychology of Negotiation releases great opportunities for improving the quality of outcomes representatives will achieve for their organisations.
The seminar avoids specific tactics of negotiation to instead focus on creating a strong understanding and a framework that participants can apply in multiple and diverse situations.
Outcomes
- Greater confidence in engaging with customers and suppliers in negotiation
- A strong understanding and practical framework for an effective negotiation
- The ability to move past price and short-term tactics to create value, build common purpose and a long term relationship
- Understand and manage the personal and internal challenges to effective engagement in negotiation.
- Experience how to manage each individual's own personal preferences as both a strength and weakness in any negotiation
Key Concepts Covered
A fresh look at negotiation
- How negotiation creates value for an organisation
- Why negotiation is both an essential and positive part of any commercial relationship
- Constructive and subtractive approaches to negotiation
The internal challenges
- The negotiator - how our own prejudices, strengths and weaknesses influence the progress and outcome of the negotiation
- Personality in negotiation - how our personality changes during a negotiation
- Managing the prejudices in the brain for collaboration and confrontation
- How we make trade-offs and decisions - understanding the different types of decisions
- Competition and conflict versus Cooperation and consultation.
- Influencing our perceptions of justice, fairness and equality in negotiated outcomes.
Creating value
- Value: What is it / How to create it / How to find it
- Money, cost and value
- Leverage and scarcity
- Common purpose
Setting a negotiation up for success
- Setting up for success - the reasons negotiations succeed
- Managing perceptions of value
- Establishing a common purpose
- Managing perception and reality
The process of negotiation
- Preparation creates success
- Setting preconceptions - framing the negotiation
- Identifying the common purpose
- The ethical constraints - what can and should not be challenged
- The negotiation conversation
- Closing the negotiation - determining when the negotiation process has complete
- Following up on a negotiation
Seminar Structure
Psychology of Negotiation is a two day seminar. The seminar is interactive with examples, exercises and role-plays. For the greatest impact the total number of participants in each seminar should be kept to less than 8 people.
Who Is This Seminar For?
The seminar will have greatest impact with staff and company representatives who manage the commercial relationships with customers or suppliers.