Course description
The responsibility of the negotiator is to not only engage with his or her counterpart on the other side of the table, but to also oversee and manage the overall process. While this may sound simple and intuitive, a closer look at all of the roles and responsibilities of a negotiator shows just how complex the management of a negotiation can be. More importantly, not giving each of these distinct roles its due diligence and attention could be the difference between a mutually beneficial negotiation that mitigates risk and a lopsided negotiation that benefits one party while setting up the other for the failure.
A professional negotiator has the negotiation skills to guide you with the process resolving you business conflicts or issues and reaching an acceptable business solution with your stakeholders. Negotiation skills are an integral part of leadership, because leadership involves the use of persuasion and negotiation with an intention to achieve beneficial results.
Upcoming start dates
Upcoming start dates
Suitability - Who should attend?
This course is suitable for professionals aiming to understand key elements of the negotiation process and to improve their personal negotiation skills.
Outcome / Qualification etc.
By the end of this course , you will be able to :
- Have an in-depth understanding of negotiation and how to prepare for it
- Be able to differentiate between the TACTICS required to deal with a price challenge and the STRUCTURE required to negotiate agreements and contracts.
- Know how to win business without sacrificing margin.
- Have experienced the cut and thrust of negotiation from ‘both sides of the table’. Three situation role-plays are used to illustrate the material.
- Recognise phases involved in all negotiations
- Recognise key interpersonal skills needed at each phase
- Know how to prepare and plan before each phase
- Know your preferred negotiation style and its strengths and weaknesses
- Understand how blockages and deadlocks happen and what to do
- Know how influencing and persuasion skills contribute to a productive negotiation
- Be better able to handle difficult people and conflict situations
- Work more effectively as part of a negotiating team
- Improve your ability to actively persuade colleagues and other stakeholders
Training Course Content
Day 1
Introductions to negotiations
- What is negotiation?
- Different negotiation approaches
- Stages of negotiations
- Dealing with conflict
- Persuading and Influencing
- Planning for a negotiation
- Key negotiation stages
- Communication skills
- Action Planning
Day 2
Common tactics
- Power in negotiations
- Advanced communication skills
- Negotiating in different contexts and cultures
- Recognising sales and closing techniques
- Negotiating as a team
- Putting it all into practice
- Action Planning
Day 3
Win-win negotiation
- Determining limits
- Power balance
- Enquiring and listening
- Opening, conducting and closing negotiations
- Applying a win-win approach
- Adapting to feedback in both group and one on one situations
Day 4
Problem / opportunity questions
- Benefits / Need Questions
- Negotiation tools for success
- Creativity and problem-solving techniques
- The importance of creativity in negotiation processes
- Creativity tools
- Creativity: a self-assessment tool
- Decision making techniques
- communication skills
- Active listening skills
- Outputs for asking questions
- The art of asking questions
- Conflict management methods
- Workshop: Creativity in overcoming negotiating challenges
Day 5
Maintaining alliances: critical thinking for decision making
- Gaining control and using information – formal and informal
- Identifying sources and testing assumptions
- Framing the problem
- Decision making under pressure
- Reviewing strategic alliances and building a personal action
Influence & persuasion skills in managing the alliance
- Challenges of meetings – group and individual strategies
- Positive influence of listening in challenging situations - good and bad news!
- Applying rules of influential presentations to maximize impact
- Maintaining compatible body language & using logic, credibility and passion
- Feedback and action planning
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London Premier Centre
London Premier Centre is a UK leading training provider based in London and specialises in international short courses. Our inspiring, comprehensive portfolio of more than 400 professional development courses and seminars covers a wide range of professions from Administration, Leadership,...