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 One
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 Two
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 Three
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 Four
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 Five
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
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FREQUENTLY ASKED QUESTIONS
To check on availability please call Registrar’s Office at +971 50 985 0174. If you have any questions or enquiries please feel free to contact us
- Telephone: +971 50 985 0174
- E-mail: [email protected]
Yes, we provide assistance in securing both hotel reservations & entry visa on all our international training venues, for delegates attending our training courses. For further information / assistance, please contact our Customer Service at:
- Telephone: +971 50 985 0174
- E-mail: [email protected]
Yes, Oxford Management Centre is accredited by the following professional bodies;
National Association of State Board of Accountancy (NASBA)
The Oxford Management Centre is registered with NASBA as a sponsor of Continuing Professional Education (CPE) on the National Registry of CPE Sponsors. NASBA have final authority on the acceptance of individual courses for CPE credit.
Yes, discounts are available. For further information please call +971 50 985 0174 or email, [email protected]
Note: Discounts are not applicable with any other special offer that may be available.
There are 2 easy ways to register:
- Online: Select the training course you want to register for, Click the “Book Your Place” button on the course page, complete the form and click submit.
- E-mail: Send your details to [email protected]
We request that all cancellations be made at least one week before the class start date. You may reschedule this class without any penalty. If not, a $250 fee will be charged for cancellations received less than one week before a class begins and for no-shows. Cancellation penalties and any fees incurred by Oxford Management Centre will be deducted from refunds.
For more information request, email [email protected] or call +971 50 985 0174.
The classroom training fees include course presentation, relevant materials, physical & digital documentation, lunch and refreshments served during entire training. Accommodation and transportation are not included in the training course fees.
While, online training fees cover the course presentation and digital documentation and relevant materials.
The Oxford Management Centre Certificate of Completion with corresponding CPE credits shall be awarded to delegates who has successfully completed the training course.
Payment must be received before the training course commences. You can make payment by bank draft, cash, credit card or wire transfer.
Note: If the payment is not received, Oxford Management Centre has the right to refuse admission.
Upon receipt of your registration form, we will send you the following by e-mail:
- Registration Confirmation
- Invoice/Receipt (where appropriate)
If you register online you will receive an e-mail within 24 hours confirming your registration.
