NEGOTIATION SKILLS: THE PSYCHOLOGY OF PERSUASION & NEGOTIATION FOR MANAGER & LEADERS USING NLP
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OTC Training Centre Sdn Bhd
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INTRODUCTION FOR NEGOTIATION SKILLS: THE PSYCHOLOGY OF PERSUASION & NEGOTIATION FOR MANAGER & LEADERS USING NLP
We are persuading and negotiating with others almost all the time in our daily work activities. Whether with business partners, clients, suppliers, colleagues or even family members, the success of our outcomes depends entirely
on our understanding of the negotiation and communication process. When engaged in negotiations where your skill, as a smart negotiator and manager, may prevent losses, increase gains or enhance circumstances for you or your organization, it is imperative
that you invest in your capability to:
- Prepare effectively
- Clearly understand the various personality types and their tendencies in Negotiation
- Understand the needs & interests of all parties involved
- Conclude better Win-Win agreements through creativity
- Identify potential barriers or hindrances to the engagement
- Adopt a collaborative approach to ensuring trust, rapport and long term gains
There is also a growing awareness that conflict at all levels in society is not always best resolved through force and coercion. What is needed is an increased ability on the part of leaders to develop successful outcomes through
influence and persuasion rather than coercion and heavy-handed tactics. In addition, more than ever before, individuals need to be able to influence others on a 360-degree basis rather than just those individuals who report to them. This program will equip
your executives and managers with vital skills to help in those processes. The course material is based on sound psychological approaches to negotiation, which include an understanding of personality, motivation and intelligence. The more practical and scientifically
proven approaches of NLP (or Neuro Linguistic Psychology) and the development of rapport skills are also covered.
COURSE OBJECTIVES
By the end of the course you will be able to:
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Evaluate the essential psychological aspects of a range of approaches to influencing others and negotiating positive win/win outcomes
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Apply the principles of a number of well-researched influence models in NLP
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Develop and apply practical methods for effective win/win outcomes within your own organization.
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Secure faster deals through powerful non-verbal techniques of Neuro-Linguistic Programming (NLP)
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Utilize NLP reframes to turn impending objections into a winning outcome
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Persuade and close with a difference – where they can’t say ‘No’
Outline
COURSE CONTENT
Day 1 Art & Science of Influencing
The nature of influence
- The basic mechanisms
- The psychology of overt and covert influence
Understanding the individual
- The importance of identity, beliefs and values
- Assessing our preferred modalities to influence self/others
- Self assessment to understand our negotiation styles
Understanding human thought-process patterns
- Establish how they think what they tink to make decisions
- Being able to shift thinking to change their decisions
- Identifying motivation patterns
- Persuasion techniques through understanding these patterns
Psychological models of individual and group processes
- The significance of self-esteem
- Cognitive dissonance to influence individuals
- ‘Funneling’ rhetoric to influence groups
Influence behaviors
- Specific actions-how to detect a ‘lie’
- Body language to lead others to be more suggestive
- Reframing for positive behavioral change
Day 2 Smart Negotiation Skills
Mental models, beliefs and understanding how influence works
A review of relevant psychological concepts:
- Personality
- Motivation
- Communication
- Intelligence.
Smart Negotiation strategies
- Win/win or win/lose
- A negotiation mindset
- Opponents or partners
Examining power-bases
- Practical investigation of a personal power-base
- The importance of perception
- Helping others change perception to agree with us
Tactical negotiation
- Creating a negotiation plan
- Assessing the other side
- Tricks and tactics
- A powerful persuasive meta-model technique where they can’t say ‘No’
Managing human states in Negotiation
- The role of anchoring
- Handling conflict and objections using Pacing & Leading techniques
- Practical tools for personal state management
Special Offer
Register 3 Participants From Your Organization And Get The 4th Participant For Free!
The promotion expiry date for each programmes differs. For more information on the exact expiry date of the promotion, feel free to contact us.
OTC Training Centre Sdn Bhd may at any time in its sole and absolute discretion withdraw, amend and/or alter the terms and conditions of the stated promotions without prior notice.
The promotion expiry date for each programmes differs. For more information on the exact expiry date of the promotion, feel free to contact us.
OTC Training Centre Sdn Bhd may at any time in its sole and absolute discretion withdraw, amend and/or alter the terms and conditions of the stated promotions without prior notice.
Schedules
May 08, 2024 - May 09, 2024
| Wed, Thu | 09:00 AM — 05:00 PM |
| No. of Days: | 2 |
| Total Hours: | 14 |
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OTC Training Centre Sdn Bhd is an innovation leader in the development and delivery of practical outsourcing training programs for the past 17 years. Since then, OTC has supported thousands of companies to upskills their employees with personalized content and learning solutions. Today, we have evolved to provide a full suite of outsourcing services in the learning and development field.
Our training programs are entitled to HRDCorp claim, with our trainers being certified by HRDCorp as well. As a training provider, we aspire to keep providing the best training to our respected clients to ensure their satisfaction while using our service as the training provider.
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