Negotiation and Meeting Skills
Group - One or Two Days
Course Description
These are programs which can make a hard-bitten negotiator go "Wow!" Every segment is concise and practical - skills ready for immediate use on their own, or assembled into patterns for use in a negotiation or meeting. We recommend the two-day version, which gives more advanced skills, particularly for handling difficult people, and more practical exercises. The principle-seeking method of reaching agreement (Harvard Technique) is central to these programs.
The mix of skills which we have chosen comes from sources in the USA, Europe and Asia, and has been fine-tuned in Australian government and business use. The courses have been presented many times in Asia, as part of Australia's international aid program.
No matter what other negotiation courses you have done, we are sure you'll find new ideas, tactics, and skills in our programs.
Who Will Benefit
Everyone - because we all negotiate every day in a multitude of professional, domestic and social situations. There is of course particular application for those who attend meetings and negotiations as part of their work.
Groups we have trained have included people preparing for international negotiations in health, tourism, transport and trade; for bipartite discussions on border disputes, migration, health, telecommunications, narcotics and firearms; and many forms of interdepartmental meetings at state and federal levels in Australia.
Course Outline
One-day course:
- Preparation needs, including clear objective, relevant underlying principles, roles and tactics.
- Process of a meeting - opening, controlling, closing.
- Four methods of moving from disagreement to agreement.
- Making watertight comments and answering questions.
- Clarifying comments and questions by others.
- Listening skills.
- Practice at all the above, including a reasonably simple negotiation role-play.
For two-day course, add:
- Enhanced observation powers to read the other party.
- Getting rapport before and during a meeting.
- Chairing skills, and other controlling techniques.
- Repertoire for handling difficult people.
- Case studies, role-plays, and a team based negotiation.
Course Arrangements
These courses are usually presented to groups of between six and 16 participants.