EFFECTIVE NEGOTIATION SKILLS

EFFECTIVE NEGOTIATION SKILLS – Yogyakarta

Yogyakarta |22 – 24 November  2011 | Rp 4.000.000,-
Yogyakarta |13 – 15 Desember  2011 | Rp 4.000.000,-

DESCRIPTION

Everybody negotiates daily in his or her job, sometimes without realizing it. In organizations where authority and hierarchy necessary but less and less sufficient for gaining cooperation and commitment, with increasing pace as dictated by e – era, internal and external negotiations have become a way of effective professionals. Generally, good negotiators spend ample time and efforts to plan and build strategy prior to negotiating. They crave their own “luck” as a result of hard work and good planning as well as keeping their energy high while maintaining ethical standards during negotiating.

This workshop is designed to facilitate achievement of becoming good negotiators. Therefore, it covers the theory, strategies, techniques and tactics for negotiating in general matters. It includes preparation and conduct of negotiations of which are the methods of dealing with situations under different types of negotiations. Ethics is stressed throughout.

OBJECTIVES

1. Gain skills and techniques to enhance your negotiation skills
2. Identify your preferred negotiation style and to develop a modified style depending on the situation in negotiating
3. Identify the variety of negotiations and how each may require different actions
4. Learn how and when to generate creative options while negotiating

COURSE BENEFITS

1. Describe the negotiation process and what is involved in the process
2. Identify common mistakes, and Psychological limits in negotiation
3. Able to planned frame work task and process for negotiation
4. Simplifying complex negotiations
5. Build a reputation as a problem solver
6. Know when to push and when to back off
7. Improve your working relationships with subordinates, peers, and superiors

COURSE OUTLINES
1. Negotiating : Overview, Planning, And Strategy
Overview:

• Introduction to rational thinking in negotiation
• A planned approach in formal negotiating:
• Pre-negotiation – The importance of planning and preparation; common mistakes in negotiation
• Exercise and skill practice based on content
• Framing, negotiation bias and strategic behavior

2. Conducting Negotiation

• How to employ the collaborative negotiation process, a step by step hints for successful negotiations
• Distributive and Integrative Negotiations
• Recognizing the human elements in negotiations – body language; The importance of understanding values system when preparing for and conducting negotiations
• Skill practice based on process exploring issues and inventing options; Making offers
• Evaluation, Group discussions and presentation

3. Deadlock, Generation Gaps, & Ethical Issues In Negotiations

• Breaking deadlocks; Deciding to walk away; When the other party is
• unreasonable; Countering tactics
• Twelve ways of viewing a situation to see option when not available
• Ethical issues in negotiations: avoid dirty tricks

INSTRUCTOR
Drs. Amien Wibowo, MBA

PARTICIPANTS
Public

DELIVERY TYPE
Lecturing, workshop, interactive consultation, and case study.

INVESTATION FEE

• IDR 4.000.000 per participant – non residential
• IDR 3.800.000 per participant – non residential (for at least 3 participants from the same company)

FACILITIES

1. Training module (hard & softcopy)
2. Training kit (bag or backpack)
3. 2x coffee break, 1x lunch
4. Souvenir
5. Certificate
6. Documentation
7. Picking-up service from Airport/Railway station to hotel (for at least 2 participants from the same company)

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