Advanced Management Communication and Negation Principles in Supply Chains
Introduction to models and theories of business communication and negotiation, with focus on practice and application of specific negotiating skills and conflict resolution special in Supply Chains.
This course provides the theoretical framework, the concepts and the tools that are critical to the establishment, development and implementation of effective conflict resolution and negotiation strategies and tactics, applying them to interpersonal, organizational, and intercultural contextual frameworks. Using role-play, students apply negotiation strategies to practical settings, including third-party conflict resolution and other conflict management efforts.
By attending this course you will gain:
an understanding of what negotiation is (and what it isn’t)
the ability to achieve win/win outcomes every time
a strategy for successful negotiation based on careful planning
improved face-to-face communication and rapport building skills
tried and tested questioning techniques to establish trades and build flexibility
tactics that ensure you will always trade and never concede
the opportunity to practice new skills in a safe environment
Learning objectives, core competencies and outcomes:
To enable the development of key skills to operate effectively in negotiation situations
To promote the benefits of using a professional model to develop negotiation strategy
To provide important tools, techniques and tactics for use in negotiation situations
To identify methods by which negotiations can be planned, conducted and reviewed
How memory affects communication
Adapting your communication style to ensure your message is received
Why listening and questioning skills are such a valuable tool
Understand your current strengths and areas for improvement in the negotiation context
Identify the power of clear and effective strategy in negotiation
Determine tactics to select the most appropriate strategy for different relationships
Analyze and make the best of power balances in the negotiation context
Analyze a challenging case study to understand the practical application of essential negotiation theory
Discover your levels of personal confidence when negotiating with senior people
Develop techniques to gain better recognition in more complex negotiations
Understand how to reach negotiated agreements that continue to work in the future
Be confident you are taking maximum value from the negotiating table
Defining what constitutes effective negotiation
The traits of a successful negotiator
Preparing to negotiate – establishing your boundaries in advance
Creating a constructive environment
Understanding the importance of non-verbal communication to build rapport
Questioning techniques to control the negotiation
How to trade not concede
Dealing with emotion and deadlock
Exercises to put these principles into practice
Bargaining for Advantage: Negotiation Strategies for Reasonable, by G. Richard Shell.
Beyond Reason: Using Emotions as You Negotiate Paperback by Roger Fisher, Daniel Shapiro.
Crucial Conversations: Tools for Talking When Stakes Are High, by Kerry Patterson, Joseph Grenny, Ron McMillan and Al Switzler.
Difficult Conversations: How to Discuss What Matters Most, by Douglas Stone, Bruce Patton, and Sheila Heen.
Getting More: How You Can Negotiate to Succeed in Work and Life, by Stuart Diamond.
Getting Past No: Negotiating in Difficult Situations By William Ury.
Getting Ready to Negotiate: The Getting to Yes Workbook, by Roger Fisher, Danny Ertel.
Getting to Yes: Negotiating Agreement Without Giving In, by Roger Fisher, William L. Ury and Bruce Patton.
Getting to Yes with Yourself: And other worthy Opponents, by William L. Ury.
Getting to Yes with Yourself: How to Get What You Truly Want By William Ury
Getting To Yes: Negotiating Agreement Without Giving In By Roger Fisher and William Ury
Influence: The Psychology of Persuasion, by Robert B. Cialdini.
Kiss, Bow, or Shake Hands Subtitle: The Bestselling Guide to Doing Business in More Than 60 Countries, by Terri Morrison and Wayne A. Conaway.
Negotiating at Work: Turn small Wins into big Gains, by Deborah M. Kolb with Jessica L. Porter.
Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond, by Deepak Malhotra and Max Bazerman.
Never Split the Difference: Negotiating As If Your Life Depended On It, by Chris Voss and Tahl Raz.
Perfecting your Pitch: How to succeed in Business and in Life by finding Words that work, by RonaldM. Shapiro.
Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, by Oren Klaff.