Effective Negotiation Skills workshop will present the concepts of principled negotiation. The goals of which is a wise agreement. Topics in this course will cover the four traits of wise agreements: Meeting the needs of all parties, Fairness, Durability, and Meets community standards. There is no correct way to negotiate because motivation, information, and power are never the same. However, principled negotiation helps produce fair and constructive outcomes. The quality of professional negotiating with others in the insurance and with customers greatly influences productivity and job satisfaction. This course provides the skills necessary to conduct principled negotiations. It complement those courses in the curriculum dedicated to personal/professional development, as well as the sales and marketing courses.
After finishing this training sessions, participants are expected to able to understand the very basic of negotiation, the negotiation stages, able to set plan, strategy and negotiation scenarios, able to use negotiation techniques and tactics.
Syarat
Any body who wants to improve his/her ability to negotiate effectively.
Tujuan
Establish goals and achieve win/win agreements
Identify their - and their counterpart's... negotiating style
Prepare a strategy for creating integrative agreements
Demonstrate effective negotiation behaviors
Learn how to deal effectively with difficult tactics, people and situations
Build their skills for negotiating more systematically and successfully over time.
Target
Any body who wants to improve his/her ability to negotiate effectively.
Metode
Metode Pelatihan
Presentasi
Diskusi
Studi kasus dan simulasi
Durasi
09.00 - 16.00 WIB
Materi
Introduction I Background
Workshop Objectives
Expectation of Participants.
Negotiation: The Basic
Definition and Role of Negotiation
Win-win Solution Vs Win-lose Solution
Individual and Team Negotiation
Counterpart Negotiation Style Analysis
Negotiation Planning.
Negotiation: The Process
Steps in Negotiation
Objectives, Strategy and Negotiation and concession Scenarios Establishment
Techniques, Tactics and counter tactics for each Steps.
Negotiation: Ending Negotiation Positively
Alternatives and Choices Maximization Techniques
Compromise Techniques
Final Agreement Confirmation Techniques.
Negotiation: Simulation/Role Play
Simulation: Techniques and Tactics Implementation Role Play.