Effective Negotiation Skills

Negotiation is an essential set of skills not only for a sales environment but in any workplace because it takes place continuously. To negotiate successfully you need a game plan - your ultimate aim and strategy for achieving it. If you prepare thoroughly before a negotiation you will increase the success in any buying relationship whilst supporting the needs of the seller.

Learning objectives

• Understand the implications of different approaches to negotiation
• Approach negotiation situations with confidence
• Influence win/win outcomes
• integrate the negotiation skills into a management role
• Understand the importance of building long-term relationships through using supportive negotiation strategies

Effective Negotiation Skills is a short-course for managers and any other professionals who negotiate with staff, suppliers, clients and colleagues - both inside and outside their organisation.

• How to generate a win/win outcome - even when the other party is showing no interest in achieving that
• Explore different approaches to negotiation and when to use them
• How to prepare for the negotiation and how to establish your limits and boundaries in advance
• Creating a game plan and learning to think on your feet to demonstrate a flexible approach
• How to open a negotiation assertively and build instant rapport with your client
• What to do during negotiations - use of questioning techniques,focussed listening and the ability to pick up signals and act on themduring negotiations
• Techniques for persuading and encouraging agreement based on mutual interests
• Value and cost - the key differences
• Understanding negotiation currencies.
• How to close a negotiation successfully and know when to stop!
• Analysis of your approach and attitude to negotiation. Are youcompeting too much? Are you building trust and valuing long-termrelationships
• How to handle tricky tactics and how to stay emotionally neutral
• Role play exercises, analysis and feedback
• Individual action plans to achieve results through effective negotiation

Capita Learning & Development – inspiring people through change

Capita Learning & Development is the UK ’s leading provider of integrated learning solutions, from full outsourcing of employee training needs to single places on specific courses. We have the flexibility and scalability to deliver solutions to suit any organisation, irrespective of size or sector.

Recently, Capita Learning and Development refreshed their course provisions with a renewed suite of specialist faculties containing a wide range of new and practically-focused short courses.

Capita Learning and Development’s aim is to help organisations become more effective, more productive and more profitable through having a highly committed and motivated workforce. Training services are often used as a catalyst for change, helping to improve and modernize organisational skills and behaviour to support business objectives.

Capita Learning and Development can offer a diverse and flexible range of learning products; from standardised content and delivery through to highly customised services, depending on individual and organisational needs.

Why choose Capita Learning & Development?

• over 80 years experience training individuals and organisations in all sectors
• delivering training programmes nationwide
• over 100 training courses, events and accredited training courses throughout the year
• they manage the design, administration and delivery of over 5,000 in-house training course events, providing training and development for around 40,000 people
• ISO 9001:2000 certification since 2003

Capita Learning and Development seek to offer real learning provision to all our customer organisations, no matter their purpose, structure or present state: from government and the wider public sector to larger private sector companies, SMEs as well as a host of third sector organisations.

Whether you are seeking to develop your HR strategy, gain an understanding of mediation in the workplace, deliver service excellence or effective account management to key stakeholders and clients, Capita Learning and Development offers you and your staff the opportunity to discover and develop best practice in your chosen subject area.

» Contact Capita Learning & Development to discuss learning products for you.

Accredited Management and Leadership Training

Capita Learning & Development ’s management and leadership training qualifications have been accredited by the » Chartered Management Institute and the Institute of Leadership and Management.