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Effective Negotiation, Persuasion and Critical Thinking

May 30, 2018 By Mr. Neil Farnworth, Senior AZTech Consultant

Negotiation is inevitably at the heart of many business discussions. It is vital to have the essential skills to achieve a positive outcome, whether that is a contract agreement, establishing a working alliance, resolving a disagreement or closing a deal. At the end of every negotiation the goal should be to find a win-win outcome. This provides the essential characteristic for long-lasting alliances where relationships need to be preserved whilst having the capability of settling differences of opinion over elements during the negotiation process.

The purpose of this dynamic programme is to put negotiation into the context of building business alliances which can be established to achieve mutually beneficial outcomes for the partners involved. This can range from supply chain agreements through to joint-venture operations as the principles of achieving success which underpin these arrangements are generally seen as being consistently important.  This is achieved through understanding the principles of negotiation, the personal and interpersonal skills required to conduct them effectively and concentrating on the thinking processes which are used in planning and decision-making.

In this training course, the senior consultant will lead discussions on critical thinking, development of persuasive arguments and other key principles of negotiation such as distributive versus integrative negotiation.

Generally, the consequences of the distributive negotiation style are that if one party benefits, the other party necessarily feels a further disadvantage. As a result, distributive bargainers often see the negotiation as a process of simply distributing a fixed amount of value.  Additionally, they may fail to recognise the importance of interactive relationships in negotiation. This type of negotiation is often seen as outmoded in commerce and industry today and yet it is still practised to the detriment of supply chains and customer relationships. On the other hand, integrative negotiations, which may also be referred to as interest-based or principled negotiations, utilise a range of techniques to improve the likelihood of a positive outcome and agreement by understanding that different negotiating parties will value various outcomes in different ways. This understanding provides an opportunity for widening the negotiation discussion to bring more value to the negotiating table when recognising what the interests of the various parties are.  This ‘thinking’ or ‘mind-set’ underpins the majority of course material and it is seen as being congruent with many other of the negotiation techniques which are considered throughout the programme.

In today’s world the information explosion has overwhelmed many of us and is still given far more importance than the process of thinking.  Albert Einstein called for us to change the way we think in his quotation “the significant problems we face in life cannot be solved with the same level of thinking we had when we created them.”  This tells us that we need to put greater emphasis on thinking and develop thinking as a skill. During the programme critical thinking is considered extremely important as we are often bombarded with huge amounts of information and are required to make decisions in the short time frame.  Critical thinking encourages us to ask questions, and more importantly, to understand which are the appropriate questions to ask in any given situation. The topic also encourages us to analyse the interconnection of circumstances which underpin that situation. It is very helpful in providing a set of methods which are aimed at exploring evidence effectively. The critical thinking process is not about bias and opinion, but about evaluating evidence, drawing conclusions and synthesising information before presenting a particular point of view in and well-reasoned way.  This leads us into the topic of persuasion which follows on logically. Without the skills of persuasion to put forward reasoned arguments in a convincing way then no action would follow. The programme brings together these three elements of critical thinking, persuasion and negotiation in a highly effective way to allow attendees to develop key skills to be more effective and proactive in getting positive outcomes from the negotiation process.

If you are seeking to become more effective in negotiation through learning more about critical thinking and developing your ability to persuade others, then this Effective Negotiation, Persuasion & Critical Thinking training course will bring real benefit for yourself and your organisation.

 

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