Course Outline:

Module 1: Traits of a Good Negotiator

• Identifying key characteristics of successful negotiators

• Understanding personal negotiation style and how to improve it

• Building emotional intelligence for better negotiation outcomes
  Case Study: Analyze a workplace scenario where effective traits influenced negotiation success

Module 2: Understanding the Essence of Negotiation

• The role of negotiation in team leadership and conflict resolution

• Win-win vs win-lose outcomes

• Negotiation ethics and integrity
  Case Study: Break down a real-life team conflict and identify negotiation failures and successes

Module 3: Critical Elements in Negotiation

• Interests vs positions

• BATNA (Best Alternative to a Negotiated Agreement)

• Preparation and planning before negotiation
  Case Study: Prepare and simulate a structured negotiation using the BATNA approach

Module 4: Managing the Negotiation Process

• Stages of negotiation: Preparation, discussion, proposal, bargaining, and closure

• Controlling the tone and pace of negotiations

• Handling difficult counterparts
  Case Study: Role-play a supervisor-subordinate negotiation scenario

Module 5: Communication and Team Negotiation Tactics

• Verbal and non-verbal cues in negotiation

• Team-based negotiation dynamics

• Influencing and persuasion techniques
  Case Study: Engage in a group negotiation simulation to resolve a departmental dispute