IT professionals involved in both formal and informal negotiations.
Maximum number of participants: 12
Course duration
2 Days
Classroom Requirements
Room set up as horseshoe and large enough for team activities, or with break-out rooms for team activities. Overhead projector, flipcharts.
Format
- Presentation
- Written Exercises
- Interactive Activities
Objectives
After this course a student should be able to
- Differentiate between different management roles
- Recognize different management styles
- Set achievable and measurable goals
- Evaluate performance and provide constructive feedback
- Provide leadership in changing and challenging environments
- Conduct meetings effectively
- Encourage participation and invoke enthusiasm
Course outline
- Introduction
- Phases of Negotiation: Preparation
-
Context for negotiation
- Why negotiation is successful or unsuccessful
- Types of negotiation
- Preparation for negotiation
- Phases of Negotiation: The Process
- Negotiating Skills
-
Essential negotiating skills
- Preparing effective questions
- Using effective questions in negotiating
- Follow-Through
-
Following through a negotiation
- Follow-up action
- Making an action plan
- Reviewing the results of the action plan
- Negotiation Postures
-
Negotiating types
- Preparing postures and tactics
- Using postures and tactics
- Reviewing the results of using postures and tactics
- Conclusion