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Course ID
357
Author
Matthew Fritz
Published
08 Jan 2013
Last Updated
08 Jan 2013

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EDIT COURSE: Negotiating Skills

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Negotiating Skills

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Accredited by - Services SETA: <a href="learnfast.co.za/Library/Learnfast_Services SETA Accreditation Extension letter_2023 (5).pdf">12611</a>, US117853
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Page Title <div class="topBarB innerheading"> <h2>Negotiating Skills </h2> </div>

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Overview The art of negotiation is as important as any business skill as it ever has been. Strong negotiation skills can be the difference between a beneficial compromise and a loss. There will always be conflicts in life, and the ability to solve them, particularly in the business world. Students will learn how to identify objectives and variables, establish negotiation requirements, research the other party, determine concessions, formulate a plan for agreement, and determine the logistics of a negotiation. Course activities also cover the guidelines for conducting a successful negotiation and facilitating communication, questions a person should ask and appropriate responses, and situations that require a specific negotiation style. Students will also learn how to gain control in a negotiation, use various negotiation tactics, and deal with unethical negotiation tactics. The manual is designed for quick scanning in the classroom and filled with interactive exercises that help ensure student success.

Duration <ul> <li> Full Time: 2 Days (08:30 – 16:00) </li> </ul>

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Admission Requirements It is assumed that people starting to learn towards this standard are able to: <ul> <li>Understand the work environment</li> <li>Gather and use information relevant to managing individual and team performance</li> <li>Apply basic negotiation, interviewing and interpersonal skills</li> </ul>

Important Notes <ul> <li> <div>Students are to be at the training venue by 08h00 in preparation for a 08h30 start time.</div> </li> <li> <div>Learnfast retains the right to change this calendar without any notification.</div> </li> <li> <div>Bookings are only confirmed upon receipt of the proof of payment or an official company purchase order for the full amount of the training.</div> </li> <li> <div>For full day courses Learnfast will supply you with the relevant training material. A desktop computer to use for the training (where applicable), tea/coffee and a full lunch for full day InClass training hosted at Learnfast only. Catering is not included for OnSite training and laptop is available for hire at an additional cost if required.</div> </li> <li> <div>Cancellation or rescheduling requests must be in writing and reach us via fax or email at least 5 (five) working days prior to the course commencement date. Full course fees may be retained for no shows or requests within 5 working days prior to commencement.</div> </li> <li> <div>Although we go to great lengths to ensure that all training proceeds as scheduled, Learnfast reserves the right to cancel or postpone dates if we require to do so and undertake to inform clients in writing and telephonically of these changes.</div> </li> <li> <div>Learnfast suggests clients wait until a week prior to course commencement that a course has been confirmed to go ahead as scheduled before booking flight and accommodation. Learnfast is NOT responsible for cost associated with cancellation of classes such as flight and accommodation for clients.</div> </li> </ul> <div> </div>

CourseOutline Module 1: Prepare for negotiations <ul> <li>Identify administrative arrangements for negotiation processes and deal with it effectively</li> <li>Explain the purpose of negotiation and identify issues to be negotiated clearly and prioritise it using participatory processes</li> <li>Identify and explain a variety of negotiation strategies and processes in terms of process, application and strengths and weaknesses and select an appropriate strategy based on the negotiation at hand</li> <li>Identify and motivate negotiation ranges a for all identified issues</li> <li>Identify and inform relevant stakeholders about issues to be negotiated according to the agreed upon time framework and through effective communication methods</li> <li>Take and initiate appropriate actions when obtaining mandates from constituencies</li> <li>Collate and share relevant information about identified issues with all parties</li> <li>Anticipate the negotiation process and identify, select and motivate appropriate tactics to the parties</li> </ul> <hr /> Module 2: Engage in negotiations <ul> <li>Explain and align behaviour and conduct during negotiations with selected negotiation strategy and tactics</li> <li>Conduct negotiations in a manner that maintains or enhances relationships and promotes outcomes that are satisfactory or advantageous in terms of the purpose of the negotiation</li> <li>Facilitate the negotiation process using effective communication and interpersonal skills</li> <li>Identify, explain and explore relevant options throughout the process</li> <li>Conduct negotiations and take and initiate appropriate action to obtain an amended mandate</li> <li>Present, explain and motivate negotiated outcomes clearly to the constituency</li> <li>Record proceedings and interim outcomes accurately for feedback purposes</li> </ul> <hr /> Module 3: Finalize negotiations and communicate agreements <ul> <li>Finalise agreements and agree verbally to agreements (by parties)</li> <li>Record final agreements accurately according to best practices</li> <li>Disseminate and make final agreements accessible to all constituents and stakeholders</li> </ul> <hr /> Module 4: Evaluate negotiation processes <ul> <li>Evaluate negotiation processes in terms of strengths and weaknesses and the extent to which the brief was achieved</li> <li>Identify and record opportunities and mechanisms to improve upon the negotiation process for integration into future processes</li> <li>Seek participant's reactions to the process and analyse it in line with the negotiation purposes</li> </ul>

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