Course Description:

 

INTRODUCTION

 

We all operate in an increasingly complex commercial and professional environment that requires us to negotiate on a daily basis not only with customers, clients, suppliers and contractor, but also with managers, fellow employees and colleagues within our own organisation.

 

This Advanced Negotiation Skills training course is designed to explain the negotiation process in detail and demonstrate how to use it effectively, giving delegates the negotiation skills and strategies they need to succeed in today’s challenging commercial environment

 

Objectives

 

By the end of this Advanced Negotiation Skills training course you will:

 

Have a deep understanding of the key analysis of the negotiation process and how to influence others to get more of what you need and want

 

Have developed a range of highly effective negotiating skills and strategies that can be used in a range of situation

 

Be able to effectively analyse, plan and prepare for every negotiation

 

Understand the benefits of controlling and reading body language when influencing others

 

Have become a more effective and confident negotiator

 

Have enhanced an essential operational, management and leadership skill that will increase your performance on a daily basis

 

Personal Impact

 

By the end of this training course, participants will:

 

Gain an insight into their own natural negotiation style and how to adapt it to be become a more effective negotiator

 

Have the skill to think analytically and strategically about the negotiation process

 

Learn how to engage in true value creating collaborative negotiation and enhanced their own personal negotiation skills

 

Have developed a range of negotiation strategies and an understanding of when to use them to maximize outcomes

 

Gain a valuable understanding of body language and behavioural knowledge which enhance negotiation and broader business communication

 

Have enhanced vital leadership, management and personal skills and gain the confidence to negotiate in a manner that adds real value

 

Course Outline

 

Day 1

 

Introduction to Negotiation - The Starting Point for Improvement

 

Thinking Outside-the-Box

 

Positivity & Negativity and Its Affect on Negotiation

 

Applying a Positive Attitude to the Negotiation Process

 

Proposal Format – simple, focused & logical

 

Placing Yourself Above the Competition with Your Proposal

 

The Psychology of Negotiation - Knowing your Opponents Driving Force

 

The Feel-Good Factor

 

Questioning & Listening Techniques

 

Day 2

 

Understanding Behavioural Style to Negotiate Better

 

Knowing and Understanding your own Behavioural Style – Keys to how you negotiate

 

Negotiation Style Assessment

 

Approaches to Negotiation

 

The ‘Win-Win’ and Why it is misunderstood

 

The Two Distinct Approaches to Negotiation

 

Communication Style and the Negotiation Process

 

Adapting to Different Communication Styles

 

Negotiation and Ethics

 

Day 3

 

Developing a Strategic Approach to Negotiation

 

A Strategic Approach to Negotiation - Distributive negotiation strategies

 

BATNA, Zone of Possible Agreement

 

Openings, Anchors, Offers and Counter Offers

 

A Strategic Approach to Negotiation - Integrative Negotiation Strategies

 

Sharing Information, Diagnostic Questions & Unbundling Issues

 

Package Deals, Multiple Offers and Post-settlement Settlements

 

Knowing and Maintaining your Sources of Negotiation Power

 

Sales Negotiation Behaviour – A Practical Approach

 

Day 4

 

Interests, Planning and Understanding Body Language

 

Wants and Needs – The importance of identifying needs

 

Emotional Intelligence and its Role in Negotiation

 

The Importance of Body Language and Non-verbal Behaviour

 

What is Body Language and how do we accurately read it?

 

Understanding Thoughts from Body Language

 

How to use your own Body Language to negotiate more effectively?

 

Resolving Disputes – learning to mediate to create better deals

 

Techniques of the Mediator - practical mediation skills to help resolve disputes

 

Day 5

 

Negotiating with Different Nationalities and Cultures

 

Face to Face Negotiation – dealing with different cultures

 

Advice for Cross Cultural Negotiators