Course description
- 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 situations
- 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
Upcoming start dates
1 start date available
Training Course Content
Day One
- Definitions and styles of influencing and persuasion with colleagues and clients
- Basic strategies
- Personal impact and effectiveness when influencing
- Impactful tools for effective influencers and negotiators
- Behaviours that help to reach agreement
- Behaviours that lead to breakdown
- Simulation and feedback
- Determining and building trust for results
- Different types of trust
- Creating and sustaining trust
- Identifying your criteria for trust and the other people’s
- Testing your criteria and others for trust
Day Two
- Successful advanced negotiations – Objectives and strategy negotiations – internal and external
- Proven tools and techniques
- Creating value – long and short term
- Identifying your objectives and strategy
- Strategy variables – BATNA and ZOPA
- Identifying your natural negotiating style and widening your range of styles for success
- Recognising your preference and others
- Impact of different styles
- When to apply different styles
- Pre-negotiation tools for effective time saving preparation
- Frames for a gain
- The Issue Map – Managing complex negotiations
- Offers
- Post-negotiation – requirements for effective follow-up
- Documenting agreements
- Monitoring client performance
- Dealing with breach
Request info
St Andrews Management Centre Ltd
14 St Catherine Street
KY8 6HH Cupar Fife
St Andrews Management Centre
St Andrews Management Centre is an independent training provider, based in Fife in Scotland, which provides accredited and non-accredited learning to clients in the domestic and international markets. Our specialisms include Leadership & Management, Coaching and Mentoring, Project Management, Finance...
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