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TrainersDirect
presents
Interpersonal Skills of Effective Negotiators On-Site Training
This seminar, which can be taught as a "stand-alone," has been designed as the "next-step" for those taking our Basic Negotiations Skills seminar.
Course Description/Agenda
Length: 3 days
Number of Participants: Up to 20
Materials: Notebooks and handouts provided
This seminar, which can be
taught as a "stand-alone," has been designed as the "next-step" for
those taking our Basic Negotiations Skills seminar.
Module 1: Overview
- Why a Negotiator’s Interpersonal Skills are Crucial to the
Success of On-going Negotiations.
- Balancing the Issues with the Relationship Factors in
Negotiating
- Identifying The Three Skill Sets that Dominate through all
Negotiation Stages
- Rapport Building
- Communicating Compellingly
- Inner Skills
- Benefits of Developing Your Interpersonal Skills for
Effective Negotiations
Module 2: Rapport
Building
- Active Listening Skills
- Capturing the Essence
- Paraphrasing Content
- Reflecting Emotions
- Body Language
Understanding Different People Styles
- Understanding Your Own Style
- Recognizing a Different Communication Style in Another
- Flexing Your Behavior to Accommodate the Other Person’s
Style
Matching Behavior
Acknowledgement and Validation Skills
Module 3:
Communicating Compellingly
- Managing Your Voice in Negotiation
- Speed, Pitch, Volume, and
Intonation
- Use of Silences and Pauses
- When and How Long to Pause
- When to Stop Talking
Language Skills
Using Neutral Language
How to Use Words and Phrases to Move the Other Party
Toward You
Reframing
Questioning Skills
Module 4: Inner
Skills
- Tolerating Discomfort
- Developing Patience
- Dealing with Pressure
- Learning How and When to Ignore Behavior
- Taking Risks – Knowing When and How Much
- Developing Creativity
- Increasing Analytical Skills
Module 5: Pulling it
All Together
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On-Site Training
