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Let’s Make A Deal - The Art and Science of Negotiation
This programme is aimed at providing participants an understanding of the processes involved in a typical negotiation. Participants will learn the difference between types of negotiations and how these different types also affect the methods used and subsequent outcomes. In addition to this, they will be taught the phases of negotiations and how to approach each phase. In this regard, skillsets will be discussed and practiced.
Participants will also be introduced to key concepts such as the Worst Alternative to a Negotiated Agreement (WATNA), the Best Alternative to a Negotiated Agreement (BATNA), Walk Away Price (WAP) and the Zone of Possible Agreement (ZOPA) and more importantly, discover how to contextualize these to negotiation situations.
In doing so, participants will learn to lay the necessary groundwork for effective negotiations, including determining the importance of information in the negotiation process.
The concept of bargaining power and how the various aspects previously mentioned contribute to this power will be discussed and in doing so, participants will understand and develop basic bargaining techniques.
Finally, participants will learn how to deal with personal attacks and other difficult issues as well as how to identify techniques used to affect the power of the other party.
Most importantly, participants will learn to apply various strategies for identifying mutual gain, what is commonly called a win-win outcome.
At the end of the program, participants will be able to apply what has been learned to almost any scenario they may face at home and at work.
Participants will also be introduced to key concepts such as the Worst Alternative to a Negotiated Agreement (WATNA), the Best Alternative to a Negotiated Agreement (BATNA), Walk Away Price (WAP) and the Zone of Possible Agreement (ZOPA) and more importantly, discover how to contextualize these to negotiation situations.
In doing so, participants will learn to lay the necessary groundwork for effective negotiations, including determining the importance of information in the negotiation process.
The concept of bargaining power and how the various aspects previously mentioned contribute to this power will be discussed and in doing so, participants will understand and develop basic bargaining techniques.
Finally, participants will learn how to deal with personal attacks and other difficult issues as well as how to identify techniques used to affect the power of the other party.
Most importantly, participants will learn to apply various strategies for identifying mutual gain, what is commonly called a win-win outcome.
At the end of the program, participants will be able to apply what has been learned to almost any scenario they may face at home and at work.
Objective
By the end of this workshop, participants will be able to:
• Understand the basic types of negotiations
• Identify the phases of negotiations
• Recognise the skills needed for successful negotiating
• Understand and apply key negotiating concepts:
o WATNA
o BATNA
o WAP
o ZOPA
• Lay the groundwork/prepare for negotiation
• Identify what information to share and what to keep to yourself
• Understand basic bargaining techniques
• Apply strategies for identifying mutual gain
• Understand how to reach consensus and set the terms of agreement
• Deal with personal attacks and other difficult issues
• Use the negotiating process to solve everyday problems
• Understanding the psychology of change
• Understand the basic types of negotiations
• Identify the phases of negotiations
• Recognise the skills needed for successful negotiating
• Understand and apply key negotiating concepts:
o WATNA
o BATNA
o WAP
o ZOPA
• Lay the groundwork/prepare for negotiation
• Identify what information to share and what to keep to yourself
• Understand basic bargaining techniques
• Apply strategies for identifying mutual gain
• Understand how to reach consensus and set the terms of agreement
• Deal with personal attacks and other difficult issues
• Use the negotiating process to solve everyday problems
• Understanding the psychology of change
Outline
Introduction and Icebreaker
• Getting to know fellow participants
• Self-reflection on experiences where they were involved in negotiations
Types & Phases of Negotiation
• Understanding the different types of negotiations
• Identifying the typical phases of a negotiation
Skills for Successful Negotiations
• Learning the skills necessary to negotiate successfully
Key Concepts
• WATNA
• BATNA
• WAP
• ZOPA
Tactics Employed in Negotiations
• Learning various tactics for success
• Recognising tactics used by the other party
Difficult Issues and Mutual Gain
• Dealing with challenges to achieve the best outcome
• Getting to know fellow participants
• Self-reflection on experiences where they were involved in negotiations
Types & Phases of Negotiation
• Understanding the different types of negotiations
• Identifying the typical phases of a negotiation
Skills for Successful Negotiations
• Learning the skills necessary to negotiate successfully
Key Concepts
• WATNA
• BATNA
• WAP
• ZOPA
Tactics Employed in Negotiations
• Learning various tactics for success
• Recognising tactics used by the other party
Difficult Issues and Mutual Gain
• Dealing with challenges to achieve the best outcome
Methodology
• Presentation
• Activities
• Exercises
• Discussion
• Hands-on practice
• Activities
• Exercises
• Discussion
• Hands-on practice
Profile of Sean O'Hara
Mr. O'Hara is currently the principal trainer and principal consultant in local company. Previously, he was the consultant Group General Manager for listed company and vice president at local education Institution and training program manager to manage multi-million dollar training program. He was also engaged to conduct corporate training and share his best practices which were implemented worldwide. He also conducted training on cross-cultural management within the Pacific area and the United States and was even invited to train students from Europe and Africa.
He has developed and delivered programs on Cross-Cultural Management and conducted corporate training for the Ministry of Defence's (MINDEF), the Singapore General Hospital and a Singapore retail giant, Club 21 and etc, covering the areas of culture, EQ, communication and change management. He has also conducted train-the-trainer sessions in Design Thinking.
He currently also lectures at the Curtin University Campus in Singapore, Victoria University (VU), Australia as an adjunct lecturer for Bachelor's and Master's degree programs. He focuses on management subjects and social psychology, which he leverages on when training managerial staff.
As a former regular Army Officer and Sword winner in the SAF he has always held leadership positions. He has a Master's degree in International Relations awarded by the prestigious Fletcher School of Law and Diplomacy (Tufts University) as well as a Bachelor's degree in Management (with honours) awarded by the London School of Economics and Political Science (University of London). He also has an Advanced Certificate in Training and Assessment (ACTA) and is a certified "6 Seconds" (TM) EQ practitioner & coach as a well as a certified trainer in the Enneagram Personality Spectrum. He is also a certified Marshall Goldsmith Stakeholder Centred Coach.
