The Secrets of Power Negotiation – BC

The Secrets of Power Negotiation – BC
Schedule
10:00 - 14:00 PST (4h)

The Secrets of Power Negotiation

About this training

The ability to negotiate effectively is truly an essential life skill. It is important to be a strategic negotiator not only in business, but also in other aspects of our lives. This workshop shows participants how to prepare for negotiation and use a style that is strategic and structured. They will learn how to get what they want, while the other party also feels satisfied.

Have you been unsuccessful in your negotiations, despite having what you believed to be a brilliant proposal and a strong argument? This workshop focuses on the three essential rules to follow to ensure a win-win outcome in any negotiation process.
In a dynamic and highly interactive course format, participants will have the opportunity to engage through exercises, role-playing and simulated scenarios.

OBJECTIVES

  • Prepare physically and mentally for negotiation
  • Discover the greatest success factors in negotiations
  • Understand the principles of and requirements for effective negotiations
  • Understand the game and gambits in negotiations
  • Achieve a true win-win outcome that will lead to long-lasting relationships

UPCOMING COURSES

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The Secrets of Power Negotiation – BC
Course outline Corporate training

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PROGRAM

  1. Negotiation Essentials: Seven Principles to Observe
  • The negotiator’s personality and how this influences the outcome
  • The negotiator’s biases and perceptions
  • How context and perceptions affect the message
  • Hidden information within the message: The meaning behind the message
  • Distractions and gambits
  • Feedback and steps that will lead inevitably to an agreement
  • Keep your focus on the outcome
  1. The Five Aptitudes of an Effective Negotiator
  2. The Five Characteristics of a Successful Negotiation
  3. How to Transform a “No” into a “Maybe” and a “Maybe” into a “Yes”
  4. Seven Ways to Create Effective and Convincing Arguments
  • Recognizing the five types of decision makers
  • Changing your persuasive strategy
  • Determining the personality and values of the other party
  • Putting forward verbal and non-verbal cues
  • Communicating what you don’t say with diplomatic impact
  • Delivering your message clearly to varying personalities (with real-world examples
    and practical exercises)
  1. Five Rules to Follow to Achieve Win-Win Outcomes: Influence With Integrity
  • Using the S.P.I.N. model to discover the need behind the need
  • Trying different negotiation styles
  • Listening before speaking
  • Discovering the criteria and their equivalence (hot buttons)
  • Communicating differently and influencing with integrity
  1. Develop Sensorial Acuity to Capture the “Unsaid but Communicated”
  • Understanding signs of the client’s state of readiness
  • Decoding the unspoken messages (face to face and on the telephone)
  • Uncovering the bluffing games
  1. How to Increase Your Closing Ratio by Circumventing Impasses
  • Practicing mental judo
  • Using the compass of language wisely
  1. Managing Stress and Emotion During Negotiations

METHODOLOGY

Preparatory Work: Participants will identify the steps of their transactional process from A to Z. How do they prepare? What do they seek to accomplish? What kinds of interactions do they have with others? What are the obstacles they face? What are their reactions to these challenges and how they finish their meetings?

  • Presentations on interactive concepts
  • Scenarios
  • Individual Improvement Plan

Biography

        

This program contains 4 hours of Approved CPD content from The Law Society of British Columbia (LSBC).

4 hours of Continuing Education (CE) on Communications and Leadership Learning for the mandatory continuing education requirement from the Engineers and Geoscientists BC (EGBC).**

4 hours of Continuing Education (CE) for the mandatory continuing education requirement from the Quebec Engineers Association (OIQ).

This program contains 4 hours of Professionalism content from LSO.

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** After completing the workshop, a 4 Continuing Education (CE) hours certificate on on Communications and Leadership Learning will be given to you which can be used to accumulate your mandatory continuing education requirement from the Engineers and Geoscientists BC (EGBC). As indicated in the Guide to the Continuing Education Program, CE hours will apply when the workshop helps maintain the member’s competency and it is up to the member to determine if a specific workshop contributes to his competency in order to submit activities for CE hours.

 

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