An Intensive 5-day Training Course
Developing a Negotiation Mindset
The Role of Critical Thinking in the Negotiation Process
Course Introduction
The Developing a Negotiation Mindset training course has been created to help delegates prepare for negotiations in both work and life situations. This training course will provide a grounding in the fundamentals of negotiating and develop the key critical thinking skills that are required for effective preparation before a negotiation. The training course does not only focus on a framework of preparation but encourages delegates to develop a positive mindset which is essential when remaining calm and consistent and focused on achieving a successful negotiated outcome.
In addition to developing a positive mindset delegates will be encouraged to enhance their persuasion and influencing skills through a series of practical exercises. As communications are a key important factor between parties in any negotiation the latter part of the training course concentrates on the understanding of thinking patterns and how language patterns can be developed to enhance persuasive proposals at the negotiating table.
The Oxford Management Centre training course will highlight:
- The topics follow a logical flow to assist delegates in understanding and developing their natural negotiation ability.
- A key focus on critical thinking and language patterns which may be applied during negotiations.
- The course will be delivered by an instructor with first-hand experience of negotiation in tough manufacturing, business and public sector environments.
- Key strategies and techniques will be discussed in detail.
- Many opportunities for discussions are provided throughout.
- Delegates will be encouraged to discuss their own cases in order to apply learning directly to their job experiences.
Objectives
By the end of this Developing a Negotiation Mindset training course, participants will be able to:
- Demonstrate their understanding of the importance of a positive mindset for negotiating
- Understand how to achieve ‘win-win’ outcomes within the negotiation process
- Develop their own individual strategies for negotiation
- Understand how to construct persuasive arguments
- Describe the techniques for resolving disputes
Training Methodology
This Developing a Negotiation Mindset training course will utilise a variety of proven adult learning techniques to ensure maximum understanding, comprehension and retention of the information presented.
This includes highly interactive tutor-led group discussions, syndicated exercises, case studies and role-playing in a realistic dispute resolution scenario. A formal framework is built around the delegates' current knowledge and they are encouraged to re-discover and share their knowledge and experiences. Delegates will be encouraged to develop both their critical thinking and negotiation skills to increase the value for money provided to their employer.
Who Should Attend?
This Oxford Management Centre training course is suitable for a wide range of professionals but will greatly benefit:
- Personnel from a wide range of business disciplines
- Departmental Heads with the responsibility for negotiation and collaboration
- Those who have a current or planned negotiation with internal as well as external “suppliers or customers”.
- Delegates with experience of negotiating but want to improve their knowledge and skills
Course Outline
Day 1
The Principles of Effective Negotiation
- Common terms and best practice in negotiation
- Developing mutually acceptable solutions through value claiming
- Understanding distributive bargaining
- The integrative negotiation process: positions and interests
- Understanding your negotiating style
- Designing a framework for negotiation
Day 2
Critical Thinking in the Development of Negotiating Strategies
- Though processes, frameworks and tools for negotiators
- Identifying information sources and testing assumptions
- How to analyse other parties prior to a negotiation meeting
- Cognitive bias and anchoring techniques
- Emotional intelligence and its importance when planning for negotiation
- Understanding personal drivers: The red / blue exercise
Day 3
Developing a Mindset for Positive Negotiated Outcomes
- Recognise that win and lose are just based on emotions
- When your thoughts work against you in a negotiation situation
- Competing and collaborative mindsets and the keys to collaborative bargaining
- Influencing other parties and understanding fixed attention patterns
- The power of neurolinguistic programming when negotiating
- Interests, positions, escalation and stakeholder power in negotiations
Day 4
Persuasion Influence and Higher-Level Communications
- Preparing persuasive arguments and adopting resilient thinking
- The fundamentals of effective questioning and listening
- High-level communication techniques in negotiation
- The importance of non-verbal communication
- How to use leverage in the negotiation process
- The application of non-verbal communication, credibility and passion
Day 5
Overcoming Negotiation Obstacles
- Tactics and ploys which may be encountered in negotiation
- Dealing with difficult negotiators and barriers
- Personality – develop your mindset around strengths & weaknesses in negotiations
- Trust and Ethics in negotiation
- Decision Making under pressure
- Dispute resolution and mediating for better outcomes
Certificate
Oxford Management Centre Certificate will be provided to delegates who successfully completed the training course.
Accreditation
