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9:00 AM |
Negotiating Attitudes
This module is expected to last for
20 minutes
Aims:
• To identify participant's views on negotiation.
• To understand the views of others about negotiation and their reasons for them.
• To create a list of objectives for the training based on the participants’ views.
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9:30 AM |
Negotiation Based On Position
This module is expected to last for
60 minutes
Aims:
• To examine the practices currently adopted by participants when placed in a negotiation situation.
• To identify some of the common misconceptions regarding 'successful negotiations'.
• To identify the characteristics of position based negotiation.
• To identify common forms of psychological warfare.
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10:45 AM |
Better Bargaining
Article Overview:
In this article Jeremy explains how we can all develop our negotiation skills. The article covers several areas, including cultural expectations and challenges, myths about negotiating and the negotiator's dilemma.
Notes
Ask participants to read the article and then, in teams of 3-4 discuss and agree their top five tips from those listed.
Having agreed on five, they should produce a colourful Flipchart poster to illustrate these.
Allow 45 minutes in total, including time to review how their negotiations went as they tried to agree the top five tips!
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11:30 AM |
Jobs! - An Exercise in Negotiation
This module is expected to last for
60 minutes
Aims:
• To consider the importance of understanding needs and feelings of others in negotiation.
• To provide an opportunity for participants to practise overcoming differences.
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12:30 PM |
A Different View - Who Has the Right Perspective?
This module is expected to last for
15 minutes
Aims:
• To demonstrate that our perspective on a situation might be very different to someone else’s and that this does not necessarily mean one party is ‘right’ and one is ‘wrong’.
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1:30 PM |
Special Offer - The Importance of Summary and Clarification
This module is expected to last for
40 minutes
Aims:
• To demonstrate the importance of summary and clarification in effective communication.
• To test participants' ability to listen effectively, check understanding and summarise key points back to the person delivering information to them.
• To briefly consider some of the barriers to effective listening and techniques for minimising these.
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2:10 PM |
Making and Refusing Requests
This module is expected to last for
30 minutes
Aims:
• To draw up some guidelines for making and refusing requests.
• To describe and practise a number of assertiveness techniques.
• To test participants’ understanding of assertive behaviour.
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3:00 PM |
Island of Opportunity - A Test of Negotiation Skills
This module is expected to last for
90 minutes
Aims:
• To demonstrate the importance of building a clear understanding of needs and feelings in negotiation, through effective questioning and listening.
• To show the importance of separating people and personalities from the problems.
• To show the value of a shared problem/creative solution finding approach to negotiation.
• To provide an opportunity to practise negotiation, teamwork and problem solving skills.
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