Introduction

Most of us spend nearly 80 percent of our time at work negotiating in formal or informal negotiation – with customers, managers, peers, and/or employees. Some people are great at negotiating, while others tremble at the very idea. Some people have found themselves walking away from a good deal because an agreement could not be reached, while others wonder if the deal that was just completed was in fact a foolish mistake. Some others can be so rattled by the other team’s hardball tactics and unexpected manoeuvres that they lose sight of their main objectives.

Now it is time to get to the heart of the negotiation process – the PSYCHOLOGY that drives how we communicate, how we make decisions, and the emotions that we feel during the process.   A proprietary training protocol known as ‘Psych-Negotiate’ is used to impact the essential skills.

The Psychology of Negotiation is developed by a team of consulting psychologists and corporate professionals, is designed to equip you with the skills and the tools to gain insight into the powerful forces that goes on in the minds of any negotiator, and to teach you the secrets that would give you the upper hand to successfully closing the deal!

Who should attend/Key benefits

Any professional who is interested in gaining the upper hand in negotiations, be it in a formal or informal setting, with customers, managers, peers and/or employees. 


Programme content

• Introduction:  The Psychology of Negotiations.
• Pre-negotiation Planning
• The Psychology of Communication
• Negotiation Tactics and How to Counter Them
• Negotiation Strategies
• Practical session
• How to Use Your Environment to Your Advantage
• Countering Negative Negotiation Tactics
• Introduction to Microtells – Emotional Leakages that can give your opponent away
• Microtells - Facial Micro-expressions Training
• Emotional Regulation – Keeping your cool during the negotiations
• Techniques for closure
• Post Negotiation Planning
• Summary Exercise