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Training Course Summary:

This intensive and highly interactive course focuses on providing a measurable improvement in the negotiating performance of all participants. Throughout the course you will participate in sessions, review other delegates and work with the trainer to evaluate your own negotiation performance. Emphasis will be placed on practice rather than theory. Delegates will learn the skills to negotiate in order to avoid conflict, enable and facilitate decisions and to confidently reach win/wins with others. Numbers are limited to eight to allow a high level of participation and trainer interaction.

By the end of this course you will be able to:

Understand the structure underlying all negotiation.
Use the most appropriate strategies, skills and tactics for effective negotiation.
Put new skills straight into practice confidently.
Pick up signals, make proposals, bargain and trade effectively.
Break any deadlocks stalling the negotiation.
Cope effectively with more difficult people.
Recognise when and how to make concessions.
Secure win-win results.

Who Should Attend:

Suitable for managers and staff who are involved with commercial negotiations with customers, suppliers and colleagues both inside and outside their organisation. Managers looking to refresh and further develop their skills and confidence in different negotiation situations.

Training Course Overview/Content:

Evaluating Your Current Negotiation Approach
- Strengths and Issues

Understanding your current negotiation style
Working with the negotiation process
The Interpersonal Skills of Negotiation

Listening - picking up signals and acting on them
Silence - as a powerful negotiation tool
Body language - being aware of your own body language and
picking up clues from others
The Eight Steps of the Negotiation Process

Planning and preparing - flexible and appropriate strategy, tactics and plans
Creating the right climate
Opening and proposing - making and responding to proposals
Bidding
Packaging - presenting and repackaging to make the deal more acceptable
Bargaining - trading and bargaining, putting a price on demands
Securing the deal and closing - minimising the rejection of proposals
Reviewing
Dealing with Conflict and More Difficult People

Responding to and resolving conflict
Clarifying the real problem
Managing people’s feelings
Making concessions
Negotiation for Different Situations

Individual versus team negotiation
No deal - holding out
Best alternative - traded negotiated agreements
Review

Results versus target objectives
Building on strengths
Reducing and eliminating weaknesses
Action planning for future development