This workshop is designed to empower participants with essential skills and strategies for mastering negotiations. It provides a comprehensive approach to understanding negotiation protocols, planning effectively, developing winning tactics, and managing difficult situations.

Participants will begin by uncovering their own Negotiation Blueprint through a business simulation, learning to build a positive negotiation climate using the Trust Equation, and identifying common mistakes that can hinder progress. They will explore the DEALS® model for dynamic negotiation facilitation and understand the negotiation cycle.

The programme will then delve into the crucial aspects of planning and preparation. Participants will gain insights into the Buying Blueprint and the psychology behind customer decisions, distinguish between preparation and planning, and appreciate the importance of effective meeting preparation. Practical tools for negotiation preparation will be provided.

Participants will develop and refine their strategies and tactics, learning to manage negotiations effectively. They will practice conventional and unconventional bargaining techniques, identify the right levers for tactical bargaining, and understand different persuasion styles.

The workshop will also focus on mastering interactive skills, looking into The Interactive Skills Model. It will allow participants to recognise the behaviours of skilled persuaders, and apply these skills to real-life scenarios to enhance their negotiation effectiveness.

Finally, participants will learn to handle difficult situations and hard bargainers. They will discuss best practices for managing challenging negotiations, understand the concept and sources of power, and identify and address common negotiation “dirty tricks.”

By the end of the workshop, participants will have a thorough understanding of negotiation strategies and techniques, equipped to handle tough negotiations with confidence and success.

Note: The workshop will be facilitated in a highly interactive and experiential learning approach. The learner must complete a pre-class assignment with some reading reflections. During the training, there will be a business simulation, hands-on activities, research-based interactive behavioural analysis, formative assessments and role plays. After the training, the learner will get an online summative assessment (within 7 days).