From making a sale to negotiating a salary, the ability to influence and persuade is a powerful and versatile tool. MIT Business Course Effective Negotiation Skills will teach you the techniques of influence and persuasion – and when to use them.
You’ll be taught negotiation theory, practical techniques and how to manage different personality types, under the guidance of an experienced industry professional. Don’t sit down to the negotiating table unarmed. Learn these skills today.
Outcomes
At the end of this MIT Business Course for Corporates, you will:
- Understand the theories and principles of negotiation
- Be able to distinguish between negotiation styles and the context in which to use them
- Understand the key benefits of different negotiation techniques
- Have explored several negotiation styles
- Have discussed the influencing and persuading process
- Have drafted a strategy to influence a practical situation
Training Style
- Presented by industry expert
- Real-life case studies
- Introduction to current thinking and practice
- Group discussion and in-class feedback
- Action plans completed in-class
- Post-course exercises
- Post-course follow-up
- In-house option available
- Customisable course content
Core Content
Theory and Principles
- Decision analysis
- Process analysis
- Power basis
- The decision making process
- Game theory
- Emotional intelligence
Types of Negotiation
- Negotiation Styles
- Understanding the ‘Negotiation Model’
- Identifying and managing personality types
Essential Negotiation Skills
- Verbal communication
- Know your topic
- Questioning and listening skills
The Negotiation
- The five phases of negotiation
- The bargaining process
- Negotiation tactics
- Dealing with aggression and other blocking tactics
- Developing a negotiation strategy
- Points to watch when negotiating a contract or deal
- Closing a deal
Influencing and Persuading
- Influencing and persuading processes
- Influencing styles
- Persuasion techniques
- Your preferred style
- Assessing someone else’s style
- Developing an influencing strategy
Phone 0800 SKILL UP (754 5587) or email businesstraining@manukau.ac.nz
