Negotiation Skills Course Singapore
Negotiation Skills Course in Singapore
If you are good at negotiating, there is a high chance that you can get far in your career. Having the skill to resolve differences is essential in the workplace because a lot of ideas and personalities could arise. In this article, we will discover what it takes to be a good negotiator and what you can do to master it.
Although people often think of boardrooms, suits, and million dollar deals when they hear the word “negotiation,” the truth is that we negotiate all the time. For example, have you ever:
• Decided where to eat with a group of friends?
• Decided on chore assignments with your family?
• Asked your boss for a raise?
These are all situations that involve negotiating! This negotiation course will give participants an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved.
This Negotiation Skills workshop is ideal for anyone who would like to gain a strong grasp and improve their Negotiation Skills.
All Staff Within An Organisation
The ideal group size for this Negotiation Skills course is:
Minimum: 5 Participants
Maximum: 15 Participants
The duration of this Negotiation Skills workshop is 2 full days. Knowles Training Institute will also be able to contextualised this workshop according to different durations; 3 full days, 1 day, half day, 90 minutes and 60 minutes.
2 Full Days
9 a.m to 5 p.m
Below is the list of course benefits of our Negotiation Skills course
Below is the list of course objectives of our Negotiation Skills course
- Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating
- Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA
- Lay the groundwork for negotiation
- Identify what information to share and what to keep to yourself
- Understand basic bargaining techniques
- Apply strategies for identifying mutual gain
- Understand how to reach consensus and set the terms of agreement
- Deal with personal attacks and other difficult issues
- Use the negotiating process to solve everyday problems
- Negotiate on behalf of someone else
Below is the list of the course content of our Negotiation Skills training course
Negotiation Course Singapore – Part 1: Understanding Negotiation
- Types of Negotiations
- The two basic types of negotiations require different approaches.
- The Three Phases
- The three phases of a negotiation
- Skills for Successful Negotiating
- Without the above factors, negotiations will be difficult if not impossible. The necessity for negotiation arises because neither party will be able to get everything they want.
Negotiation Course Singapore – Part 2: Preparing Yourself For The Negotiation
Like any challenging task, negotiation requires preparation. Before you begin a negotiation, you need to define what you hope to get out of it, what you will settle for, and what you consider unacceptable. You also need to prepare yourself personally.
- Establishing Your WATNA and BATNA
- In most negotiations, the parties are influenced by their assumptions about what they think are the alternatives to a negotiated agreement. Often the parties have an unrealistic idea of what these alternatives are, and they are unwilling to make concessions because they think they can do just as well without negotiating. If you do not have a clear idea of your WATNA (Worst Alternative to a Negotiated Agreement) and BATNA (Best Alternative to a Negotiated Agreement), you will negotiate poorly based on false notions about what you can expect without an agreement.
- Identifying Your WAP
- In any negotiation, it is important that you keep your WAP (Walk Away Price) to yourself, especially if it is significantly less than your initial offer.
- Identifying Your ZOPA
- In the negotiation for the used car, both parties should feel good about the outcome. Even though the parties might have hoped for a better deal, both got a better price than their WAP. The ZOPA (Zone Of Possible Agreement) is the area in which the final price will sit, and within that ZOPA you will ideally end up with a price closer to their WAP than yours.
- Personal Preparation
- One way to relieve some of the tension you may be feeling before a negotiation is to remind yourself that there is nothing to be afraid of.
Negotiation Course Singapore – Part 3: Laying The Groundwork For Negotiation
In this module we consider other aspects of preparation: setting the time and place, establishing common ground, and creating a negotiating framework. Even at this early stage it is important to have certain principles in place. If you allow them to be compromised, then you will already have put yourself in a position where you can be considered as prey for hostile negotiators. Getting the groundwork in place may seem like a formality, but it is the first stage of negotiations, and therefore as much a part of the arrangements as any other.
- Setting the Time and Place
- Setting the time and place can give you an advantage in a negotiation.
- Establishing Common Ground
- Sometimes the parties in a negotiation begin by discussing the issue on which they are farthest apart.
- Creating a Negotiation Framework
- Both sides in a negotiation bring their own frame of reference based on their experience, values, and goals.
- About The Negotiation Process
- Preparation- Opening Position Bargaining-Movement-Closing
Negotiation Course Singapore – Part 4: Exchanging Information
The first phase in a negotiation involves an exchange of information. Both sides state their positions on the issues being addressed in a non-confrontational way. The tricky part of this phase is deciding what to reveal and what to hold back. The “poker” metaphor for negotiating is a very good one, because it describes exactly the way that negotiating parties will want to “allow” each other to think. The information you share with your negotiating counterpart will allow them to read a certain amount about your position. You cannot negotiate blindly, after all. However, too much information given away can really come back to bite you.
- Getting Off on the Right Foot
- Before you actually get down to work, it’s a good idea to engage in a little small talk with the other participants in the negotiation.
- What to Share
- At the start of a negotiation, you don’t want to give a detailed statement about your position on specific issues.
- What to Keep to Yourself
- Holding back information can be a tricky business.
Negotiation Course Singapore – Part 5: Bargaining
This section of the negotiation course explains what to expect when you begin to bargain and what to do if you run into an impasse. It also describes some common bargaining techniques used by experienced negotiators.
- What to Expect
- In addition to learning about the pressures, targets, and needs that might influence your opponents, you might also want to try to get some idea of their usual negotiating approach.
- Techniques to Try
- Some of these techniques are what you might expect to encounter when dealing with a street vendor, but that doesn’t keep more sophisticated business people from using them. The important thing is to recognize them and be prepared to respond to them if they are used against you in a negotiation. As long as you recognize the technique when it is used, you can actually turn them to your advantage in a pressurized negotiation setting.
- How to Break an Impasse
- The dictionary says an impasse is a noun which describes: “a situation in which no progress is possible, especially because of disagreement; a deadlock”.
Negotiation Course Singapore – Part 6: Mutual Gain
In their classic book Getting to Yes, Roger Fisher and William Ury argue that most negotiations are not as efficient or as successful as they might be because people tend to argue about positions rather than interests. Once the parties in a negotiation commit themselves to a position, they feel that changing their position represents failure. Instead, Fisher and Ury suggest that the parties in a negotiation focus on their interests. What can we get out of the negotiation that will further our interests? That is the question that should guide a negotiation toward achieving mutual gain.
- About Mutual Gain
- The key to making the mutual gain approach work is to focus on interests, not positions. Both parties want to create an atmosphere of respect and order in the schools.
- Creating a Mutual Gain Solution
- Creating a mutual gain solution requires some activities not usually associated with negotiations
- What Do I Want?
- To begin, identify what you personally want out of the negotiation.
- What Do They Want?
- Next, identify what the person that you are in conflict with wants.
- What Do We Want?
- Now that you have identified the wants and needs of both sides, look for areas of overlap.
Negotiation Course Singapore – Part 7: Closing
The final phase of a negotiation is a time for reaching consensus and building an agreement. A little hard work in this phase can ensure that the negotiation achieves it desired results.Closing a negotiation can mean two different things: First it may be a question of how to bring different ideas to a mutually agreed conclusion. A second possibility view of ‘closing’ is what means negotiating parties can use to acknowledge or formalize the idea that agreement has been reached. Recognizing that parties have reached agreement can be quite simple. One can ask the other(s), “Then, have we reached agreement?” The parties can shake hands, make a public announcement, or sign a document. The real issue is that each has to make it clear to other negotiators that a mutually agreed conclusion has indeed been reached.
- Reaching Consensus
- People have different ideas about what constitutes consensus. When applied to negotiations, consensus usually involves substantive agreement on key issues.
- Building an Agreement
- Building an agreement takes a special skill — the ability to translate generalities into specifics.
- Setting the Terms of the Agreement
- We are all familiar with what can happen when the terms of an agreement are not clearly spelled out.
Negotiation Course Singapore – Part 8: Dealing With Difficult Issues in Negotiation
Most people are willing to negotiate in good faith. They don’t resort to tricks or intimidation. Every once in a while, though, you might encounter someone who takes a less principled approach. You need to be prepared to deal with people who don’t play fair. It is not cynicism to prepare for the possibility that someone will try to bend the rules, especially when those rules are unwritten. It is simply good preparation, and realism. Some people are unscrupulous, but if you know how to handle them it need not be the end of the world.
- Being Prepared for Environmental Tactics
- Using environmental tactics to gain an advantage in a negotiation doesn’t happen that often, but negotiators need to be prepared for it.
- Dealing with Personal Attacks
- Any negotiation will be more productive if you are able to focus on problems and not personalities.
- Controlling Your Emotions
- Recognizing and controlling emotions is an aspect of “emotional intelligence.”
- Deciding When It’s Time to Walk Away
- It would be wonderful if the atmosphere of every negotiation was warm and friendly, but that’s not the way things work in the real world.
Negotiation Course Singapore – Part 9: Negotiating Outside the Boardroom
Negotiating isn’t just something that takes place in conference rooms with powerful forces aligned on either side of a table. People have informal negotiations every day — with their coworkers, merchants, even family members.
- Adapting the Process for Smaller Negotiations
- Some of the principles of negotiation can be useful in everyday situations.
- Negotiating via Telephone
- The phone can be a convenient vehicle for negotiations, especially when the two parties find it difficult to meet in person.
- Negotiating via Email
- Email can be an effective method of communication, but is has some inherent limitations.
Negotiation Course Singapore – Part 9: Negotiating on Behalf of Someone Else
Negotiating on behalf of someone else presents some special challenges. When you begin such a negotiation, you need to have a clear idea of your Walk Away Price (WAP) and the concessions you have permission to make. You also need to be sure you understand the issues well enough to respond to tough questions that may come up in the negotiation.
- Choosing the Negotiating Team
- An essential part of leading a team of any kind is sharing information. Teams need information to thrive.
- Covering All the Bases
- Some negotiations are so complex that it is difficult for one person to master all the issues.
- Dealing with Tough Questions
- Possible ways to respond to questions that you decline to answer.
Each participant will receive the following materials for the Negotiation Skills course
Negotiation Skills Learner’s Guide
Negotiation Skills Key Takeaways Notes
Negotiation Skills Essentials Ebook
Negotiation Skills Course Handouts
Negotiation Skills 30-Day Action Plan
Negotiation Skills MindMaps Pack
Negotiation Skills PPT Slides Used During Course
Negotiation Skills Long-Term Memory Flashcards Pack
Negotiation Skills E-Learning Course
Negotiation Skills Online Video Course
Negotiation Skills Essentials Audiobook
Negotiation Skills Infographics Pack
Each course participant will receive a certification of training completion
There are 3 pricing options available for this Negotiation Skills training course. Course participants not in Singapore may choose to sign up for our online Negotiation Skills training course.
Post Training Support: A vast majority of training does not have any effect beyond 120 days. To work, training has to have a strong pre- and post-training component. Post-training reinforcement helps individuals to recall the understanding and ask questions.
Blended Learning: Learning does not occur in the classroom. Virtually everybody prefers distinct ways of learning. Successful learning should have a multi-channel, multi-modal strategy.
We Understand The Industry: We’ve got a profound comprehension of the business, business design, challenges, strategy and the that our participants are in and have designed the courseware to cater to their professional needs.
Course Content: Knowles Training Institute’s material is relevant, of high quality and provide specific learning results. Participants will leave the training course feeling as they have gained a strong understanding and will also be in a position to execute what they have learned sensibly.
Course Development — The workshop modules follow a systematic and logical arrangement. This structure helps to ensure that the course material allows the facilitators to deliver the course in a logical arrangement. Consider the subjects as building bricks into learning, our facilitators slowly build towards a comprehensive picture of this entire topic.