Back to Search Results

Training Course Summary:

This one day course will provide delegates with support and guidance on how to employ practical skills to conduct win-win negotiations. Throughout the programme practical exercises will be used to practise new negotiation skills. The course will enable participants to fully explore how their own personal style and attributes can be successfully applied to the negotiation process.

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

Understand the key skills and processes necessary for successful negotiations.
Recognise the different approaches to the negotiating process and understand their implications.
Identify, develop and employ the interpersonal skills and techniques crucial to negotiating proactively.
Work on individual strengths and weaknesses to develop a personal style of negotiation that is powerful, sincere and effective.
Develop flexibility in your negotiation style to identify and practise individual/group behaviours that are helpful in negotiations.
Develop successful negotiating strategies that can be used according to the needs and demands of your organisation.
Look at the use of negotiation skills in both one-to-one and team-to-team negotiations.

Who Should Attend:

Suitable for all managers, team leaders and specialist staff who negotiate with suppliers, clients and colleagues both inside and outside their organisation. The course is particularly useful for those new to commercial negotiations and for those whose job performance is measured by successful outcomes and exit strategies.

Training Course Overview/Content:

Introduction
The fundamental elements involved in a negotiation
Skills required to be an effective negotiator
The eight stages of the win-win style of negotiation
Preparation

Setting your maximum and minimum objectives for each negotiable issue
Valuing and identifying concessions and determining what you want in return
Establishing the Climate
Using questioning techniques to identify a negotiator’s maximum and minimum objectives
The right and wrong type of question to ask in negotiations
Proposing

Effective ways of making and receiving proposals to aid agreement and avoid deadlock
Using counter-proposals to keep the negotiation progressing
The Skills of Bargaining

Using bargaining to build momentum and avoid deadlock
Reading the other side’s negotiating position from the pattern of their concessions
Closing

Different types of closing techniques and how to use them
Key points when writing up the agreement at the end of the negotiation
Negotiation Strategies and Tactics

Types of power in negotiations; how to recognise and use them
Examples of different types of tactics - how to use them; how to counter them
Team Negotiations

The difference between one-to-one and team-to-team negotiations
The different roles in a negotiating team and what each one does
Personal Development

Preparing a personal action plan