Course description
Negotiating when the Stakes are High - In-house Course
Most of us negotiate on a daily basis. Sometimes the outcome is trivial, with little real consequence but, on occasion, we face a more significant negotiation where the stakes are high. This course is based on the framework used by FBI and British Police negotiators in critical incidents. Using a real hostage negotiation case study, the framework and principles can be applied to work situations and personal negotiations.
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Upcoming start dates
Suitability - Who should attend?
This in-house programme is designed to benefit all employees who need to be effective negotiators in important situations.
Training content
What negotiating means to us
- How we respond and react in negotiating situations
- The science of conflict and how to achieve co-operation
Case study
A real hostage situation negotiated by specialist police negotiators
Active listening
The use of language and listening skills in forming a connection
The behavioural change stairway
- An introduction to the framework used by the FBI and British police in hostage situations and other critical incidents
- How to apply the framework in business and other negotiations
Influencing
Applying knowledge of influencing theory to achieve a successful and sustainable outcome
Common negotiating pitfalls
… and how to avoid them
Outcome / Qualification etc.
Participants will be able to:
- Use the four elements of social influence that lead people to co-operate
- Recognise the significance of active listening in achieving a successful negotiating outcome
- Connect and establish rapport with the other party before moving to the influencing stage
- Identify the five stages of the behavioural change framework, used by the British Police and FBI in critical incidents and apply it to their own negotiations
- Avoid the most common negotiating pitfalls and develop strategies to overcome them
- Build an effective negotiating plan to achieve the outcomes they are seeking
Why choose BiteSize Learning
We have a team of 14 trainers expert in their subjects
Our trainers are rated 4.8 out of 5
Our programme content is rated 4.7 out of 5
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Expenses
The cost of this in-house course is £1,200 (+VAT and travel expenses) for up to twelve people. BiteSize Learning courses are discounted if two are delivered in one day, from £1,200 for a single course to £2,160 for two courses in one day.