Huthwaite Negotiation Skills



What’s Unique?

Most Negotiation Skills programs focus on strategies & tactics, however, in Huthwaite’s course, we also focus on behaviors, capitalizing on the company’s research based background. This factor is the reason behind Huthwaite’s better universal ranking versus Harvard’s ‘Getting to Yes’ Negotiation Skills program. This makes our program an eye-opening experience to anyone who attends.

Key Learnings
  1. Realize the difference between selling & negotiating
  2. Set a framework for analyzing the context of negotiation
  3. Prepare an optimal negotiating position
  4. Learn a diversified set of tactics to manage the negotiation
  5. Apply the Skill Model of effective negotiators
  6. Set strategies for maintaining a positive climate & overcoming deadlocks
  7. Get constructive, numerical & objective feedback on performance.
Program Content
  • The difference between negotiating and selling -when you should sell and when to negotiate.
  • Negotiation outcomes - win-lose; lose win, and a pragmatic, workable definition of win-win.
  • Preparing for the negotiation
  • Setting objectives: yours and theirs.
  • Evaluating fallback positions and implications.
  • The hierarchy of tradable issues and possible trade-offs.
  • Best, target and worst trading limits.
  • Calculating the cost of concessions, hard and soft.
  • Anticipating ‘their’ position and tactics.
  • Planning the negotiation
    • Evaluating strengths, weaknesses and the power balance.
    • Creative and leveraged trades.
    • ‘Diminishing return’ concession strategy.
    • Common ground, long-term versus short-term issues.
  • Negotiating skills
    • The researched Success Model of twenty-one key behaviors.
    • Skill subsets for persuasion, managing the power balance and bargaining.
    • How to maintain the climate, resolve deadlock and conclude the right deal.

LOGIC Methodology

The training design is based on the principle that trainees learn best by doing and reviewing. Preparation and planning processes and the negotiating skill sets are introduced incrementally, interspersed with three simulated negotiations, each followed by a detailed review and feedback session.

The negotiations take place in small groups, usually two-on-two, and each is observed by a coach who makes a live Behavior Analysis of the skills used by each participant. During the review sessions trainees are encouraged to analyze strengths and weaknesses of their preparation and planning processes, and then receive detailed feedback on their own behavior profile compared to the Success Model.

This repetitive cycle of input-practice feedback helps trainees to match their behavior even closer to the Success Model as the course progresses and equips them with an awareness of their own behavior so that skill improvement can continue post course.

Target Audience:
Any individual across the organization involved in any business encounters having to do with contracts, agreements, closing deals & conflict resolution.
Duration :      3 Days
Capacity :      8 -12 Participants
Language :    English & Arabic 
Fees :             5,200 EGP

Schedule Runs

2012-07-17 09:00:00
2012-07-19 17:00:00