Most of our day-to-day interactions are negotiations. We negotiate every day: In the sales field, balancing the profit margin while preserving the relationship with a customer; In the office, convincing teams to work extra hours to manage an out of contract assignment; With colleagues to influence them to share resources in order to meet deadlines; persuading suppliers to work around the budget and get a good deal. As we interact with people, we come across their myriad contradicting opinions, wants, needs and goals that they want satisfied on their own terms. These transactions will persistently lead to disappointment, if we are incapable of standing our ground and negotiating effectively for an outcome that will be favourable to the engaging parties. About GAINS Negotiation Workshop Oscar Murphy Life Strategists G row & A ccomplish by I mproving N egotiation S kills Through developing, applying and reviewing your Behaviour, Attitude and Thinking, YOU will enhance your confidence and capability to: Identify and influence the hidden thought drivers in negotiations Negotiate through a range of scenarios with increasing complexities Boost confidence in your bargaining abilities Formulate an effective and appropriate style to tackle formal and informal negotiations Learn the different personalities of people and flex your style to connect faster Proactively and strategically discover, create and maximise value in communications What will you GAIN ? G A I N S : Developing the Mind-set, Skills and Behaviours for MUTUAL-GAINS invites you to sharpen and strengthen your skills of creating MUTUAL GAIN through negotiation, in a widely successful behavioural intervention ‘ GAINS’ - G row and A ccomplish by I mproving N egotiation S kills . GAIN the Right Attitudes, Insights, Confidence and Competencies required in all NEGOTIATIONS — in every industry — at every level GAINS is a highly interactive and practical programme that enables you to discover and enhance the 3 cornerstones of successful negotiation - Your Mindset, Your Behaviour and Your Outcomes. Over the course of 2 days, the programme will help you refine your behaviour and skills as a negotiator. The experiential approach helps you master the techniques to influence outcomes, create value and strengthen relationships. GAINS is not about winning a Battle or Losing the Business/Relationships; GAINS is not about taking advantage of the other side. GAINS is about bringing a consultative- collaborative approach to your negotiations; It is about creating Value for Mutual-GAINS.
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GAINS - Grow and Accomplish by Improving Negotiation Skills
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Most of our day-to-day interactions are
negotiations. We negotiate every day: In the sales
field, balancing the profit margin while preserving
the relationship with a customer; In the office,
convincing teams to work extra hours to manage an
out of contract assignment; With colleagues to
influence them to share resources in order to meet
deadlines; persuading suppliers to work around the
budget and get a good deal.
As we interact with people, we come across their
myriad contradicting opinions, wants, needs and
goals that they want satisfied on their own terms.
These transactions will persistently lead to
disappointment, if we are incapable of standing our
ground and negotiating effectively for an outcome
that will be favourable to the engaging parties.
About G A I N S Negotiation Workshop
O s c a r M u r p h y L i f e S t r a t e g i s t s
Grow & Accomplish by Improving Negotiation Skills
Through developing, applying and reviewing your Behaviour, Attitude and Thinking, YOU
will enhance your confidence and capability to:
Identify and influence the hidden thought drivers in negotiations
Negotiate through a range of scenarios with increasing complexities
Boost confidence in your bargaining abilities
Formulate an effective and appropriate style to tackle formal and informal
negotiations
Learn the different personalities of people and flex your style to connect faster
Proactively and strategically discover, create and maximise value in communications
What will you G A I N ?
G A I N S : Developing the Mind-set, Skills and Behaviours for MUTUAL-GAINS
invites you to sharpen and strengthen your skills of creating MUTUAL GAIN through negotiation, in a widely
successful behavioural intervention ‘ G A I N S ’ - Grow and Accomplish by Improving Negotiation Skills.
GAIN the Right Attitudes, Insights, Confidence and
Competencies required in all NEGOTIATIONS—in every
industry—at every level
G A I N S is a highly interactive and practical
programme that enables you to discover and
enhance the 3 cornerstones of successful
negotiation - Your Mindset, Your Behaviour and
Your Outcomes.
Over the course of 2 days, the programme will help
you refine your behaviour and skills as a negotiator.
The experiential approach helps you master the
techniques to influence outcomes, create value and
strengthen relationships.
G A I N S is not about winning a Battle or Losing theBusiness/Relationships; GAINS is not about takingadvantage of the other side.
G A I N S is about bringing a consultative-collaborative approach to your negotiations; It isabout creating Value for Mutual-GAINS.
Contact details
C o u r s e c o v e r a g e
Who stands to benefit?• Sales people.• Team managers and supervisors.• HR executives.• Team members liaising with multiple individuals in the course of work.• Business Development managers.• Any individual looking to build, influence and achieve results by
fruitful negotiation.
Grow & Accomplish by Improving Negotiation Skills
The Negotiator’s Mind-set
The mind-set you bring into each and every negotiation is just as important as the techniques, tactics and
tools you use throughout the negotiation process. For this reason, it is essential to reframe your mind-set,
beginning with the fundamentals.
• How your values and beliefs about negotiation can help or hinder you
• Examine your personal negotiation style
• Recognise how your emotions and perceptions impact the negotiation process• Adopt a mind-set that allows you to positively approach a potentially difficult negotiation
• Consciously manage your body language to engage and influence
The Competency of Successful NegotiatorsTo become a more effective negotiator, it is your people skills which provide you with solid foundation ofunderstanding and flexibility to wade you through the negotiation process more successfully.• The interpersonal skills and behaviours of an effective negotiator• How personality traits can influence a negotiation process• Build trust and understanding – setting the tone for collaboration• Use simple persuasion techniques to shape your argument and approach• Stay assertive to optimise and influence outcomes, and secure yourself along the way• Recognise the potential for conflict and managing relationships during conflict• People, Preferences and Personalised approaches
Mastering the Stages of Negotiation ProcessWhile entering a negotiation, it is very easy to get carried away with the problems and obstacles that come tothe forefront. More often, these problems appear large enough to cloud the opportunities and solutions thatotherwise would help both parties reach an acceptable outcome. The answer to this lies in Solution-OrientedThinking.• Stages of Negotiation : Going beyond the 4 walls of the negotiation• Engaging in constructive conversations aimed at solving problems• Skilful probing strategies and listening techniques to identify sources of Value• Solution Oriented Strategies to balance Value in relationships• Critical Thinking to align interests to create ‘Joint-GAINS’ and grow the relationships
“In Business as in Life- You don’t Get What You Deserve, You Get What You Negotiate”