Effective Negotiating Skills
2 – Day Training Program
Presented by: Mr. Les Owen of Owen Adendorff & Associates (Pty) Ltd
Introduction
The ability to be a good negotiator is an essential skill in business. Most of us negotiate several times a day without realizing it.
However, when we negotiate in a formal or business setting, we often find this experience quite stressful. As a consequence, we lose confidence in our ability to negotiate and this negatively affects our ability to get what we want.
This course will help delegates to improve their negotiation skills in a non-threatening environment.
Objectives and Outcomes of this Training programme
1. To understand the various theoretical approaches to the skill of negotiating.
2. To identify one’s preferred style of negotiating.
3. To clearly identify those behaviours that assist in the process of negotiation.
5. To understand the variety of tactics and techniques used in negotiations.
6. To understand and practice how to prepare and planning for the negotiating encounter.
Benefits
The delegates’ will increase their ability to achieve what they want, whilst at the same time allowing the other party to maintain dignity. The verbal and non-verbal communication skills of delegates will increase, benefitting then in all negotiating and conflict handling settings, whether in their business or personal lives.
Who Should Attend
Staff that have to negotiate, including people who buy and sell on behalf of the company, departmental heads that have to deal with difficult colleagues or staff, and anyone else that has to enter into any form of contract negotiations, be it on an individual or group basis.
Course Methodology
This course is interactive, allowing for active participation and sharing of experiences during sessions. Our methodology is based upon adult learning principles, namely that adults learn best from each other and when they actively practice the skills taught in a non-threatening situation.
Extensive use is made of role plays where the delegates are recorded on camera. These recordings are played back to the delegates to facilitate the learning experience. This allows the delegates to be “self-assessing” and at the same time this becomes an enjoyable experience for them.
Pre-course reading is also provided. The delegates are expected to read this material before attending the programme.
Course Facilitator
Les Owen is a Director of Owen, Adendorff & Associates (Pty) Ltd. He has also served on the Board of Belgotex Floorcoverings (Pty) Ltd and Isiqwayi People Management (Pty) Ltd.
Les practices as a professional negotiator and mediator with the Association for dispute Resolution and Tokiso. He is also one of only ten part-time Senior Commissioners for the CCMA. He is an accredited trainer of International Mediators with the Centre for Conflict Resolution, University of Cape Town.
Les founded his career on conducting negotiations and training in negotiations. He commenced his career as a consultant by negotiating wage disputes and settling industrial action. Over the past five years, he has successfully facilitated joint ventures and ownership transactions between a variety of black economic empowerment entities and white owned businesses.
Over the past fifteen years, more than 2,000 people have attended his training courses, half of whom have participated in his Negotiation Skills course. Over the past two and a half decades Les has run both the Commercial Negotiation and Labour Negotiation programmes. Les has facilitated this training throughout South Africa and abroad. Recently he trained a delegation of Arabs in the UAE. See the story by clicking on http://www.owenaden.co.za/2009/06/
DAILY OUTLINE
Day One
1. Introduction
2. Lessons from the Red/Blue Game
3. Definitions
4. Common or Core Themes in Negotiations
5. Principles in Negotiation
6. Distributive / Positional Bargaining
7. Integrative, “Problem Solving” Approach
8. Interest or Merit Based Approach
9. Positions and Interests
10. Our Settlement Targets and BATNA
11. Possible Negotiating Results
12. Individual Styles & Assessment of Negotiating Styles
Role Play
Day Two
13. Structuring the Encounter
14. The Negotiation Climate
15. Preparing and Planning for the Negotiating Encounter
16. How to use the Merit Based Approach
17. The Behaviours of a Good Negotiator
18. Deadlock
19. The Benefits of Seeking Information
20. Face-to-Face Skills
21. What not to do
22. Testing, Understanding and Summarising
Role Play
References
1. Shell Energy Corporation
2. B.P Southern Africa
3. Toyota SA Ltd
4. Graduate School of Business University of KZN
5. S.A. Greetings (Pty) Ltd
Details:
Title: Negotiation Skills
Facilitator: Les Owen
Date: 25th and 26th March 2010
Venue: Endless Horizons Boutique Hotel, Umhlanga Rocks Drive
Time: 8.30 to 16.15
Fee: R3600 excluding VAT per delegate.
Discount: 5% for registering 2 or more delegates.
Tel: 031 7003151 Eleanor or Kim
Fax: 031 7003190
Email: owenadeninfo@mweb.co.za
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