Applied Psychology in Negotiation

Introduction

Our world is a giant negotiating table and, like it or not, we are all participants in this adventure. We often have to work out our differences in goals or views and our disagreements, which can result in lingering conflicts with others, be them our family members, sales representatives, competitors, irate customers, or the people representing the "management" or "establishment". How we handle these encounters has a major impact on our work success as well as personal affairs.

Negotiation skills and techniques successfully applied, can help us develop winning or satisfactory results with people from whom we want certain things or actions, be it successful business deals, money, status, justice, freedom or recognition.

For Whom

Professionals, Managers or Executives (PMEs) whose work involve negotiation.

Particularly relevant to:

Sales/Marketing Personnel
HR Personnel
Business Development Managers

Objectives

To increase the awareness of how people interact during negotiations
To provide practical tools and techniques for successful negotiations

Specific Objective

To help participants to:

Understand basic negotiation concepts
Develop effective strategies and tactics for negotiating
Learn specific psychological skills in negotiating

Course Outline

THE NEGOTIATION PROCESS

Basic Concepts in Negotiation
A Psychological Model of Negotiation
Psychological Aspects of Preparation

MANAGING NEGOTIATION CLIMATE

Variations in Negotiation Climates
Determinants of Negotiation Climate
Negotiation Mindsets and Styles
Coping with Conflicts

POWER PLAYS AND PLOYS

Opening Bids and Offers
Presenting Your Case
Managing Expectations
Trading Concessions
Moving Towards Settlement

HANDLING DEADLOCKS AND IMPASSES

Breaking Deadlocks
Exerting/Handling Psychological Pressures
Managing Emotional Reactions
Using Third Party Interventions

Feedback

"Points were convincingly delivered. Some may know the method to the approach of negotiation but you learn the delivery method here. Understand the different types of people involved in negotiation. Learn the issues, style, strategy and actions for effective negotiation. Learned to be flexible based on different situations. Very much relevant to daily life and job functions. Would recommend this programme as it is applicable to everyday situations. A good learning experience. Applicable to daily business lifestyles. "

When

17/12/09 (Thu); 9 am - 5 pm

16/4/10 (Thu); 9 am - 5 pm

26/8/10 (Thu); 9 am - 5 pm

28/12/10 (Tue); 9 am - 5 pm

Fee

$550+GST pp; 10% discount for 2 or more registrations
(Inclusive of training manuals, lunch & refreshments)

10% discount off registration fee for 2 or more participants from same company

Please make cheque payable to 6M Management Consultants Pte Ltd and mail it to:

6M MANAGEMENT

CONSULTANTS PTE LTD

44 Horne Road

Singapore 209607

Tel: (065) 62920285
Fax: (065) 63489433

For in-house programme/customisation and other enquiries, contact us at consultancy@6m.com.sg