Course Aims

Negotiation is a learned skill and most effective tool of managers to ensure efficient situation management and optimization. The difference between satisficing results and optimization is that of good negotiation skills. Negotiation skills are a sum of number of interpersonal and professional skills developed over a period of time, brushed up and mastered with constant exercise and practice. Good negotiators are usually people with deep knowledge and understanding of human behaviors, environment, social structure, variables, stakeholders management and skills of creating constant space to nurture negation process unless desired results are achieved.

This workshop is designed to help participants in understanding the tools and techniques required to manage a successful negotiation process. Each mentioned skill will be demonstrated with practical exercises, real life cases studies, simulation exercises and pretend play and games.

Why is this program different?

This workshop is highly practical, interactive and engaging. The uniqueness of this training program is that it carries skills detailing all concepts required during the negotiation process in detail with example for future reference of the participants along with formats, exercises, case studies, explanation of situations and their various outcomes.

Course Outline

Creating Negotiation Paradigm

  • What is Negotiation Paradigm
  • Placing Variables & Constraints on a Chess Board
  • Establishing Causes & Objectives of Negotiation Process
  • Stakeholders Identification & Mapping
  • Developing Zone of Possible Agreement (ZOPA)
  • Targeting Outcome & North Star
  • Double Checking Toolkit
  • Ensuring Sufficient Homework
  • SWOT Analysis

Alternative Establishment Evaluation Process

  • Difference Between Options & Alternatives
  • Agreement Bias
  • Alternatives Establishment Techniques & Option Evaluation
    • Simulation
    • What if Analysis
    • Decision Tree
    • Fish Bone Diagram
    • Sensitivity Analysis
  • Creating A Value Table Chart (VTC)
  • Cognitive Skills & Emotional Intelligence
  • Managing Temptations
  • Dynamic Effect of Precision & Clarity
  • Crating Leverage Through Creativity

Negotiation Closing Skills

  • Ensuring a Safe Landing
  • Reaching Consensus
  • Managing Terms of Contracts
  • Contingency Planning & Management
  • Post Settlement Settlement (PSS)
  • Managing Uncertainties & Trouble Shooting
  • Exercises
    • Writing skill contest of drafting suitable contract as end result of negotiating process.

  • Case Study
    • A Post negotiation contract administration related case study focusing on disaster resulted due to poor negotiation process from the both sides.

  • Situation
    • An interesting exercise of “Post Settlement”

Setting Objectives & Zone of Possible Agreement (ZOPA)

  • Understanding Expectations and Desired Outcomes
  • Devising Outcome Based Negotiation Strategy
  • Evaluating Five Possible Win Loose Outcomes & Their Effects
  • Managing Goal Post Safety
  • Configuring Terms with Corporate Objectives & Policies
  • Identification of Freezing Zones and No Go Areas
  • Concession Thresholds, Patterns & Magnitude

Negotiator Toolkit

  • Managing Negotiation Inventory
  • Avoiding Winners Curse Situation
  • Creating Strength, Power, Interest & Effectiveness
  • Creating Value in Negotiation Process
  • Heading Towards Target Points & Anchoring Techniques
  • Reverse SWOT Analysis
  • Sending Cold Wave Shocks
  • Lateral Thinking as Tool of Effective Negotiation
  • Collaborative Approach to Negotiation
  • Multiple Equivalent Simultaneous Offers (MESO)
  • Log Rolling Techniques
  • Exercises
    • An interesting exercise of creating and evaluating Multiple Equivalent Simultaneous Offers (MESO) which all will have an indifferent outcome for the company.

  • Case Study
    • Case Study based on detailed step by step process of long and cumbersome negotiation process, a worth learning.

  • Situation
    • An interesting exercise on “Winners Curse” situation.

Abu Dhabi National Exhibition Centre

Abu Dhabi National Exhibition Centre

Since last two years My Company is working with Simfotix, and every time it is great learning experience. MS Excel is one of the most recommended Program with distinctive methodology and valuable deliverables.

Etisalat

Etisalat

A very good training by Simfotix on HRBP with their International Partner Human Capital Institute. We covered high level including strategy.

Dubai Islamic Bank

Dubai Islamic Bank

Great training course and materials. Super helpful to learn shortcuts and their best application. Thank you!

Imdaad Group

Imdaad Group

The in-house training met the desired objectives for improvement in the Finance function. Group work throughout the two days and team presentation on various analytics put thing in the focus learning direction. Good output Simfotix.

Finance House Abu Dhabi

Finance House Abu Dhabi

Inhouse Training with Simfotix Training for Credit Transformation Program goes with a Wonderful learning experience of our Credit Risk Team. Looking forward to engage them in other upcoming training.

Abu Dhabi Terminals

Abu Dhabi Terminals

A combination of learning and sharing through activities and self presentations. Learning Art of Public Speaking with Simfotix Training is truly a good experience.

Arab Bank, UAE

Arab Bank, UAE

The session was engaging and informative. Overall program outcome is what we agreed and delivered to department.

Emirates Islamic Bank

Emirates Islamic Bank

Simfotix In-House training is well organized and our team learned lot of new things. We consider this as a value addition and meeting our objectives.

Ministry of Human Resources & Emiratization

Ministry of Human Resources & Emiratization

A very good training we attended with Simfotix Training.

Al Ghurair Group

Al Ghurair Group

Easy way of transferring knowledge makes the learning more digestible. Great work Simfotix for the in-house session of Advance Excel.

MAF Carrefour International

MAF Carrefour International

Thank you Simfotix for a comprehensive and value training to our Saudi Arabia Finance Team. Case Study and exercises were the key element of this workshop. As Learning & Development we are satisfied to work with them in future.

DU Telecom

DU Telecom

Selecting Simfotix as sour training and learning development supplier is a wonderful experience. They have done various inhouse programs. Their trainers carry in-depth knowledge and expertise and kept the participants well engaged.

The Executive Council of Dubai

The Executive Council of Dubai

Simfotix Trainer bear a Persuasive approach in training and the company is professional in the arrangement of training till end to make it a memorable experience. The In-house session and the follow-up session is excellent approach.

Department of Economic Development, Dubai

Department of Economic Development, Dubai

Excellent Training conducted by Simfotix Professional Development. The whole day was full of fun and learning in Advance MS Excel.

Course Materials

It is very important to analyze the need for Training along with the level of knowledge you require. This session give you a liberty to choose the modules you need, discuss it with the trainer how you want to be delivered, decide the place at your convenience and allocate number of hours to solve your problem. This does not include any development as a consulting but will include solution if you are facing a particular problem.