EFFECTIVE NEGOTIATION SKILLS

For most of us, the art of negotiation is the most common way of creating longlasting relationships. But negotiations may also be used for other purposes like reaching a basic agreement, influencing business decisions and strengthening working relationships.

Negotiation is a comprehensive part of behavioral science. In order to be successful, it relies on the capacity of communication of both parties involved in the negotiation process. It is said that a good negotiator is also an excellent communicator. In reality, we do not get what we deserve but we get what we are able to negotiate.

Successful negotiations rely on the following principles:

³The interest both parties have to reach an agreement
³Mutual trust and respect
³The importance of what is at stake

In negotiation we must clearly differentiate between two important concepts: power and control. In order to create a winning situation for both parties, one must occasionnaly accept to yield power to have better control of the process.

METHODOLOGY

This seminar uses simulation and role playing techniques. Participants will be confronted to real situations requiring negotiations. Lectures and workshops will complement the role playing aspect of the learning experience.

CURRICULUM AND GOALS

This " Effective Negotiation Skills " program will bring each individual to :

³Identify his value as communicator
³Evaluate his potential as a negociator
³Clearly define the elements that lead to a conflictual situation
³Establish an action plan in order to develop his full potential
³Compare his approach and techniques to negotiate according to
   various situations
³Identify the psychological basis for a win/win negotiation
³Identify the main obstacles that prevent a successful negotiation
³Work efficiently with people in their organization
³Take advantage of the ressources in order to reach a specific goal and the             mission of the organization.