Negotiation Skills Workshop

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2006 02Feb Tokyo Sanofi Aventis 1

A day-long workshop, Negotiation Skills outlines the step-by-step process to help plan strategies for one of the most difficult communication tasks.  Based on the principles of seven different negotiation concepts, this training focuses on principled negotiation and distributive bargaining.  Participants also negotiate two different exercises, which demonstrates the step-by-step approach to preparing and conducting a negotiation in real life.  The workshop offers examples of how to deal with “dirty tricks” practiced by the other party and discusses the difference between Western and Asian negotiation styles.

Suggested Participants

Anyone who wants to achieve more favorable outcomes for their organization and for themselves.

Learning Outcomes

This negotiation skills workshop is primarily an introductory discussion, where participants will learn to:

  • Improve substantive outcomes of negotiation through an understanding of negotiation as a strategic and systematic process
  • Manage the process and content most efficiently and effectively
  • Enhance the negotiator’s sense of personal fulfillment

Participants will also become aware of their current approach to both negotiation and conflict management, using the Thomas-Kilmann Conflict Mode Instrument.

Specific Points of Emphasis

  • The seven areas of principled negotiation
  • How to prepare a negotiation strategy, including pricing, parameters, risk management and contingency plans
  • How to understand the personality profiles of their customers, and how to tailor their approach and style accordingly
  • How to identify and handle negotiation tactics and signals used by the other party, including “dirty tricks”
  • How to be creative with developing options and approaches

Workshop Variations

This workshop can be adapted to suit the participant’s organization, culture, industry or business environment. One common adaptation is making the in-class negotiation exercises as real as possible. Depending upon the participants’ skill levels, the workshop can be combined with other curricula, such as:

  • Conflict Management
  • Building Trust
  • Managing Difficult Behaviour
  • Thomas-Kilmann Conflict Mode Instrument

Workshop Details

The maximum number of participants is 20.  The minimum is 6. Depending upon the agenda and content, the workshop can be delivered either as a half- or full-day workshop.

For More Information

Please use the form below to contact me for more information about the workshop, to discuss how it might conducted or adapted to suit your participants, or to receive more detailed information, such as a sample agenda or initial estimate. You might also check out my page on Engagement Logistics.

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