Two Day Interactive Programme

Introduction

Negotiation – if done properly – can add real monetary and psychological advantages to doing business. This interactive seminar provides you with the tools you need to understand the negotiating process and to improve your own negotiation skills.

Gain the skills, insights and competencies required in all negotiations—in every industry…at every level.

The structure of the seminar revolves around a combination of presentation, discussion and group work. Central to the learning experience is a series of negotiation simulations which afford the opportunity to practice and experiment as we learn

This programme aims to provide participants with an understanding of the skills and strategies needed to negotiate with colleagues, suppliers, contractors, negotiators, customers and staff.

The skill practice covers all the necessary elements to ensure you achieve a win/win solution. Whilst the course will involve some tutor led inputs, it will be mainly oriented toward practical work, ie. case studies and or an exercise to enhance specific negotiating skills.

Objectives:

• Plan effectively for negotiation
• Practice the four stages of negotiating in a variety of situations
• Be able to practice win-win negotiating
• To develop a better understanding of how you negotiate and to improve your skills and techniques
• To develop or improve a set of analytical tools for preparing and conducting negotiations
• Analyse and understand the elements of negotiation
• Develop questioning, listening, thinking skills

Key Benefits:

• Understand the interpersonal aspects of the negotiating process
• Use a range of negotiation / influencing techniques with confidence
• Understand the significance of power in negotiating
• Understand the dynamics in team negotiation/influencing
• Learn Objection handling techniques
• Closing the deal: The trade off of variables and writing clean agreements
• Develop new strategies for addressing your current negotiating challenges
• Gain a deeper under- standing of your own style and its effects on your negotiating outcomes

Seminar Outline:

Day 1

Introduction

• Understanding basics of Negotiation
• Four stages of negotiation
• Defining the needs
• Assessing expectations
• Attitudes and motivation

Effective Communications

• Key Communication Skills
• Interpreting Non-Verbal behaviour
• How to be a good listener
• A listening exercise
• Creating Impact with Powerful Presentations

Identifying Negotiation Style

• 20 Different Tactics
• Counter-tactics of Negotiating
• Interpreting negotiation styles
• Counter – Counter Tactics
• Interpreting Negotiation Styles
• Identifying and adjusting your Style
• Characteristics of a Good Negotiator

Pre-Negotiation Planning

• Establishing your needs
• Getting more facts before negotiations begin
• Finding out the needs of the seller
• Identifying trading concessions
• Determining the options

Day 2

The Negotiating Environment

• With Whom to Negotiate
• Common Negotiating Mistakes
• Key Behavioural Requirements
• Learning to assert yourself

Negotiation Process

• Questioning techniques
• Helping the opposition solve "its" problem
• Use of strategy and techniques
• Handling tight spots and weak positioning
• How to achieve Win-win deals
• Overcoming Deadlocks:
• Closing Techniques
• Measuring Success & Building Relations

A Negotiating Exercise

Personal Action Plan and Closedown

Designed for:

Managers or professionals who conduct negotiations both inside and outside the firm will benefit from this course. Although open to all, those participants who have previously taken a course in Negotiation or who have extensive experience are most strongly encouraged to take this workshop.

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