INTRODUCTION
Everyone needs to be able to negotiate effectively, be it at work, at home or in social environments. The outcome of your negotiations and the manner in which you deal with events which require negotiations can have a profound effect on your life and how you live it. Each of us has the ability to improve our negotiation skills.
This course introduces you to the concepts of negotiation, the process of negotiation, preparing for negotiation, understanding the climate, finding common ground, being persuasive, handling conflict and aggression.
1. OBJECTIVES
- Learn about the concept and principles of negotiation
- The negotiating process
- Understanding the climate, issues, perceptions and values
- Finding common ground
- Persuasion
- Handling conflict and aggression
- Specialized situations
2. OUTLINE
Concepts and principles
- Nature of negotiation
- Types of negotiation
The process of negotiation
- Overview of the process
- Starting the negotiation
- Identifying potential for negotiation
- Preparation phase
- The negotiation
- Ending the negotiation
Negotiating for climate
- Layout
- Conditions
- Background
- Politeness
Negotiating for common ground
- Framing
- Questions
- Power
Persuading
- Opening proposals
- Issues
- Behaviours
Handling conflict and aggression
- Causes and consequences
- Handling conflict and aggression
Specialised situations
- Negotiating in SA
