The Secrets of Power Negotiation
Training information
- Schedule: See specific date
- Course duration: 4 hours
- Maximum capacity: 30 people
Trainer
Category
Interactive webinar
Investment
399.99$
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 strategic and structured style. 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 application of the three essential rules to follow to ensure a win-win outcome in any negotiation process.
Participants will have the opportunity to engage in role-playing activities and simulated scenarios in a dynamic and interactive course format, through small group exercises.
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 TRAINING
To register, click on the date below.
The Secrets of Power Negotiation
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+1 800-451-9445
PROGRAM
- Negotiation Essentials: Seven Principles to Observe
- The negotiator’s personality and how it 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 inevitably lead to an agreement
- Keep your focus on the outcome
- The Five Aptitudes of an Effective Negotiator
- The Five Characteristics of a Successful Negotiation
- How to Transform a “No” into a “Maybe” and a “Maybe” into a “Yes”
- 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)
- 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 its equivalence (hot buttons)
- Communicating differently and influencing with integrity
- 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
- How to Increase Your Closing Ratio by Circumventing Impasses
- Practicing mental judo
- Using the compass of language wisely
- 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 do they finish their meetings?
- Presentations on interactive concepts
- Scenarios
- Individual Improvement Plan
Farès Chmait
Biography
With nearly 30 years of experience as a speaker and trainer, Farès Chmait has internationally recognized professionalism, in the business world.
He has worked in this capacity in around twenty countries, to support hundreds of businesses until they reach their goals. In addition to having an in-depth knowledge of the business world and ethnic relations, Farès is a training specialist.
Experienced and versatile
Visiting Professor at Concordia University’s John Molson Development Center and York University, Farès brings his experience to business leaders and managers’ service. A seasoned professional, he is appreciated for his friendly and dedicated approach. His expertise covers negotiation, time management, leadership, emotional intelligence, cultural differences and communication, among others.
Farès Chmait is also the author of several books, including Beyond Sales (Impact Pro, 1995), considered one of the best books on new sales communication techniques. Is he also the co-author of Guilty to Succeed? (A Different World, 2004) and The Power of Decision (Impact Pro, 2012).
“Whatever belief – positive or negative, stimulating or limiting – if you believe it firmly, it will become your reality. By acting like it’s true, without having the slightest doubt, you bring it to life. It is your faith in its existence that makes real what started as a belief.” – Farès Chmait
Trainings offered by Farès Chmait
This program contains 4 hours of Professionalism content from LSO.
This program contains 4 hours of Approved CPD content from The Law Society of British Columbia (LSBC).
This program is Pre-Approved for 4 CPD hours from HRPA Ontario.
4 verifiable CPD hours on Leadership, Communication and Professional Behaviour for the Triennial requirement of CPA Ontario.*
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).
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*After completing the workshop, a 4 CPD hours certificate will be given to you which can be used to accumulate your mandatory CPD verifiable hours from the Chartered Professional Accountants of Ontario (CPA Ontario). As indicated in the Guide to CPD requirement, CPD hours must be relevant to a member’s responsibilities and competencies as a CPA to develop and maintain professional competence, and it is up to CPA members to determine which learning activities best contribute to their competency in order to submit activities for CPD hours.
**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.
