Comprehensive Training Curriculum on Negotiation Training PPT
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Complete Curriculum
- What is Negotiation?
- Why Negotiation Skills Matter?
- Statistics on Negotiation
- Activity: Compete and Collaborate Simultaneously
- Why we Avoid Negotiation?
- Winner’s Curse in Negotiation
- Top Negotiation Myths
- Approaches to Negotiation
- Distributive
- Integrative
- Distributive vs. Integrative
- Types of Negotiation
- Assertive
- Analyst
- Accommodator
- Special Types of Negotiators
- Identify the Qualities of Successful and Unsuccessful Negotiators
- Negotiation Strategies
- Win-Lose
- Win-Win
- Lose-Lose
- Lose-Win
- Negotiation Styles
- Competitive
- Compromising
- Accommodating
- Avoiding
- Collaborating
- Harvard Negotiation Model
- Key Takeaways
- Let’s Discuss
- Positional Bargaining
- Identify the differences between ‘Soft’ and ‘Hard’ Negotiating
- Principled Negotiation
- Identify the Stages in the Negotiation Process
- Prepare
- Information Exchange
- Clarify
- Bargain and Problem-solve
- Conclude and Implement
- Barriers to Successful Negotiation
- Negative Outlook Towards the Negotiation Process
- Try to Win at All Costs Attitude
- Strong Emotions
- Lack of Empathy
- Wrong Focus
- Blame Game
- Key Takeaways
- Let’s Discuss
- Introduction to BATNA (Best Alternative to a Negotiation Agreement)
- WATNA (Worst Alternative to a Negotiation Agreement)
- WAP (Walk Away Point)
- Negotiation Preparation Checklist
- Sources of Negotiating Power
- Emotional Control in Negotiation
- Tips for Successful Negotiation
- Do your Homework
- Practice Before the Negotiation
- Spend Time Listening & Questioning
- Find the Right Balance of Information Sharing & Withholding
- Be Self-aware
- Develop Your Persuasion Skills
- Build Trust and Respect
- Exercise on Negotiation
- Key Takeaways
- Let’s Discuss
- Concept of Opening Offer
- Two Scenarios for Opening Offer in Negotiation
- Make the First Offer
- Get the Other Person to Open First
- The Anchoring Effect
- Most Critical Skill ‘LISTEN’
- Verbal vs. Non-verbal Communication
- Negotiation Tactics
- Buyer Tactics:
- Not Good Enough
- Knocking the Product
- The Bogey
- Playing Dumb
- Lowballing
- Reluctant Buyer/Seller
- Seller Tactics:
- High-Balling
- The Salami
- Deadline
- Common Tactics:
- Silence
- High Authority
- Playing the Ego
- Closed Questions
- The Trial Balloon
- If You Were in My Shoes
- Surprise
- Buyer Tactics:
- Statistics- Effectiveness of Negotiation Tactics
- Key Takeaways
- Let’s Discuss
- Introduction to Closing the Deal
- Key Steps to Closing a Deal
- Creating a Deadline
- Setting Limits
- Finding Common Ground
- Brainstorming Creative Solutions
- Testing and Summarizing your Communication
- What to do Post Negotiation
- What Does Closing Negotiation Includes
- Closing Deals When Negotiation Fails
- Key Takeaways
- Let’s Discuss
- Sales Negotiation
- What is Sales Negotiation
- Why Negotiation is Important in Sales
- Sales Negotiation Strategies
- The Sales Process - Negotiate and Close the Sale
- Different Closing Techniques
- Procurement Negotiation
- What is Procurement Negotiation?
- Procurement Contract Negotiation
- Why to Negotiate Procurement Contracts?
- How do Buyers Negotiate Price?
- Salary Negotiation
- What is Salary Negotiation?
- What is Negotiable in Salary Negotiation?
- Salary Negotiation Flexibility
- Reasons Why Negotiating Salary is Important
- What to do When Employer asks About Salary Expectations?
- What to do after Receiving an Offer?
- How to Negotiate Salary?
- Dos and Don’ts of Salary Negotiation
- Role-playing Exercise: Negotiate a Salary Increase
- Key Takeaways
- Let’s Discuss
Thumbnails of all the slides
Sample Instructor Notes
What is this slide for: Most Common Reasons People Avoid Negotiation
This slide covers: This slide illustrates common reasons people avoid Negotiation. The reasons are embarrassment and pride, inability to think beyond binary choice of YES or NO, fear of losing the deal, being liked, and fear of negotiating badly.
Instructor’s Notes:
The most common reasons why people avoid negotiation are as follows:
- Embarrassment and Pride: People are easily embarrassed when they consider negotiating, but they should not be
- Inability to Think Beyond Binary Choice of YES or NO: People must realize that there is always a choice beyond reluctantly saying YES or unhelpfully saying NO. People should never forget that there is always the option of Negotiating and creating a win-win deal for all parties involved
- Fear of Losing the Deal: People believe that attempting to negotiate will result in a complete loss of the deal. Hence, they abstain from Negotiating
- Being Disliked: Many people are afraid that if they negotiate, others will dislike them. But whether they like you or not, you're not going to see them again. Even if you pay the full amount, there is no guarantee that they will like you
- Fear of doing a Bad Job at Negotiating: This is the fear that engulfs all of us. Many people believe that their negotiating skills are inadequate, so why even try? However, the ability to negotiate never arises because they never ask. If you never ask, you will never be able to negotiate
What is this slide for: Matrix representing Negotiation Strategies
This slide covers: This slide illustrates the Negotiation Strategy Matrix. The parameters of the matrix are Win-Lose, Win-Win, Lose-Lose, and Lose-Win.
Instructor’s Notes:
- Lose-Win: Lose-Win situations are frequently the result of a lack of courage to pursue one's own goals while caving to the other party's desires. Playing for a short-term loss can be used as part of a long-term strategy on occasionally
- Lose-Lose: Typically, Lose-Lose scenarios result from focusing on the wrong goals or broken relationships
- Win-Lose: The strategy in Win-Lose is to meet your objectives, even at the expense of the other party's objectives. As a result, we compete with our ‘opponent’ for the most significant value share
- Win-Win: With Win-Win, we achieve our goals by assisting the other party in achieving their goals or collaborating with our ‘partner’ to maximize value creation
What is this slide for: Three Rules of Principled Negotiation
This slide covers: This slide depicts the rules of principled negotiation. The three rules are: Separate the person from the problem, focus on interests, not positions, and generate options for mutual gain.
Instructor’s Notes:
The rules of principled negotiation are as follows:
- Separate the Person from the Problem: It is possible to be gentle with the people you work with while being tough on the problem. One can act in ways that are respectful of the other and treat the other person well. This can be done even as you work hard on addressing the substantive issues that led to the negotiation in the first place
- Focus on Interests, not Positions: Creative solutions can be accomplished by focusing on the parties' mutually shared interests. Positions are statements about what someone wants or needs from a situation, whereas interest is the underlying reason or motivation for the position
- Invent Options for Mutual Gain: It is critical to generate multiple options that may satisfy the interests of both parties. Brainstorming techniques, for example, can be used to create multiple options from which a resolution can be developed later
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