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Master Negotiation and Influencing Skills
Become a powerful negotiator - develop the skills to handle difficult people and
protect yourself from having others take advantage of you!

FOR A BROCHURE IN PDF ... click here

You negotiate with customers, suppliers, co-workers, business associates and family on a daily basis.  You want tangible results in your negotiations but you don’t want to threaten the relationships that have become so critical to the future of your business.

You need to make your negotiations effective by figuring out what motivates the other side and knowing how to woo them. 

To become a powerful negotiator, you need the skills to handle difficult people and protect yourself from having someone take advantage of you. These skills include:

• How to identify personality types
• Understanding the real needs of individuals
• How do you get others to “buy-in”
• How to avoid reactive responses within yourself  or your adversary
• How to avoid creating long term problems when you negotiate 
• How to avoid being the loser in negotiations without having to leave the negotiation table 

The workshop will help you succeed by giving you practical skills that will work in multiple situations.

OBJECTIVES OF THE WORKSHOP

Participants will learn to:

• Develop an effective plan and strategy for any negotiation
• Know when and when not to negotiate
• Learn to become more persuasive
• Develop a common negotiating language with the other parties
• Use techniques that pull information from the other parties
• Read client and employee behavioural styles to maximize closure
• Neutralise manipulative tactics
• Minimise conflicts and deadlocks both internally and externally
• Coordinate negotiations within client organization
• Achieve a win-win outcome
• Create common ground
• Move from positions to interests
• Develop a Best Alternative to a Negotiated Agreement (BATNA) - empowering the professional to walk away from sub-optimal agreements.
• Identify and successfully counter negotiation tactics
• Understand their own personal negotiation style and the impact thereof
• Convert challenging relationships into rewarding relationships
• Positively manage anger negotiation

WORKSHOP OUTLINE

Influencing Skills

Transactional Analysis

Understanding How People Act Parent-Child Transactions Adult-Adult Transactions Maintaining the Adult State in Yourself Shifting Another to The Adult State

Disc Analysis

Understanding Observable Behaviour Understanding Yourself Understanding your Team Adapting to Temperament Types Understanding The High “D” Understanding The High “I” Understanding The High “S” Understanding The High “C” Developing your Versatility The Attitude Barrier Three Relational Truths Versatility Steps

Assertiveness

Assertiveness Test The Need for Assertiveness Assertiveness Techniques

Crucial Conversations

Understanding the Power of Dialogue Staying Focused on the Real Issues Developing Observational Powers Making it Safe to Talk about Almost Anything Continuing Dialogues when Angry, Scared or Hurt How to Speak Persuasively, not Abrasively Listening when others Blow up or Clam up Turning Conversations in Two Actions and Results

Practical Negotiation Skills

Planning the Negotiation

Differentiating between Wants and Needs Entering into Win-Win Agreements Practical Application

Setting Objectives and Determining Positions

Defining Needs and Objectives Creating a Needs/Objectives Matrix Determining Position and Settlement Range Practical Application

Currencies and Concessions

Currencies of Exchange Concessions Positive Exchanges Practical Application

Performing the Negotiation

Negotiation Stages with Critical Tasks The Negotiation Process Roadmap Practical Application

Negotiation Styles and Key Skills

The Difference between Negotiation Styles and Skills Choosing the Best Approach Negotiations Styles Key Skills Practical Application

Tactical Orientation

How to Determine your Tactical Orientation Orientation Continuum Practical Application

Special Negotiation Situations

Buy and Sell Situations Internal Negotiations Negotiation with Managers Team Negotiations Practical Application

Putting It All Together

Planning Guide to Practical Negotiations

ABOUT YOUR PRESENTER

Mike Fairon is a specialist in talent management, emotional engagement and leadership development. He has spent more than 20 years identifying and developing leadership in Southern Africa.  He has been a regular contributor on radio and television on issues of leadership, management and negotiation and has published numerous articles in various management and industry journals. Mike was also actively involved in negotiating for the cessation of hostilities between the Inkatha Freedom Party and the African National Congress in the Valley of a Thousand Hills region of Kwa-Zulu Natal. His clients in the last five years have included a diverse cross-section of major corporations, banks, industry councils, governmental departments, mines and telecommunication companies.

	ENQUIRIES ABOUT OUR CONSULTING SERVICES E-mail Lungile Nxumalo or phone Lungile on (011) 726-3040
	ENQUIRIES ABOUT OUR WORKSKOPS AND SEMINARS E-mail Hennie Oosthuizen or phone Hennie on (011) 726-3040
	ENQUIRIES ABOUT OUR CONFERENCE CENTRE E-mail Caroline Chamboko or phone Caroline on (011) 726-3040
	ENQUIRIES ABOUT OUR CONFERENCES E-mail Ryan Muller or phone Ryan on (011) 726-3040