Introduction
Business professionals are required to participate in both informal and formal negotiations across various contexts and levels of the organisation. The Negotiation Skills: Principles and Practices (NSPP) course, enriched with learnings from global experts and authors, provides global best practices in negotiation and bargaining. It includes access to negotiation knowledge, tools, and techniques that can be applied within the working environment immediately - with practical implementation extending far beyond normal and formal conversations.
This course focuses on teaching you the business negotiation skills necessary for win-win solutions. It is mindful that aggressive negotiation tactics aren’t necessary. It thus doesn’t focus on hard negotiation, with one objective – getting what you want. It focuses on negotiating in a way that builds long-term relationships. The art of emotional regulation and active listening, a two-sided approach, is thus applied.
Who is this course for?
The course is aimed at practicing negotiators that are looking to enhance their effective negotiation and bargaining skills. This includes a wide range of executives from middle management leaders to professionals in sales and marketing, procurement, production, contract or legal compliance, operations, logistics or any other occupations.
Why choose this course?
A collaborative learning experience allows participants to draw on a network of internationally acclaimed resources and experts:
The course stems from a collaboration between SBS-ED and Dr. John Glen – an expert in the art of negotiation. He is the Director of the Centre of Customised Executive Development (CCED) at Cranfield School of Management in the United Kingdom.
The course content draws on the work of former FBI hostage negotiator, Chris Vos - considered one of the best negotiation coaches, globally. He is currently the CEO of The Black Swan Group, working with companies and individuals to take their negotiation skills to the next level. He has used his many years of experience in international crises and high-stakes negotiations to develop a unique program and team that applies globally proven techniques to the business world. The course also includes two prescribed books written by Chris Vos.
Bi-weekly webinars, hosted by Dr. John Glen, will allow participants to discuss challenges and opportunities arising from current negotiation scenarios in their workplace context.
Over the course of 8 weeks, participants will be equipped to:
- Establish the underlying interests of both parties and the options for mutual gain in a real negotiation scenario.
- Explore the impact of active listening approaches and tools in a negotiation discussion.
- Determine objective criteria to underpin a negotiation.
- Apply the BATNA framework formulation and behavioural tools and techniques to the framing and discussing of a BATNA in a real negotiation scenario.
- Describe the appropriate responses to negotiation power positions, common negotiation tactics, or dirty tricks.
- Propose ways in which rapport and empathy can be built in a real negotiation discussion scenario.
- Discuss approaches to handling hard negotiations effectively.