29 Negotiation Skills courses delivered Live Online

How to become a successful negotiator, includingthe drivers of success in negotiation; the elements to cover in a negotiation; and what to do if a negotiation becomes stuck.

This highly practical workshop will help you become a more effective negotiator and learn the skills that master negotiators use.

Duration 2 Days 12 CPD hours This course is intended for Professionals involved in internal and/or external negotiations will benefit from this course. Overview Develop the necessary skills to negotiate like a pro Prepare for a negotiation applying best practices Utilize industry-standard tools and techniques Create your Best Alternative to a Negotiated Agreement (BATNA) Build common ground and consensus in your negotiation strategies Negotiate with experts to develop your skills for success Students will learn the essential strategies and techniques needed to guide negotiations from opening discussions through to a positive result. Students will leave with practical solutions to negotiating effectively. Private classes on this topic are available. We can address your organization?s issues, time constraints, and save you money, too. Contact us to find out how. 1. NEGOTIATION INTRODUCED * Identifying Integrative and Distributive Negotiation Types * Understanding the Three Phases of Negotiation * Strengthening Negotiation Skills 2. PREPARING FOR YOUR NEGOTIATION * Establishing Personal Boundaries * Deciding on Your WATNA and BATNA and Negotiating Based on Them * Preparing and Sticking to Your Plan * Negotiation Strategies 3. NEGOTIATION PROCESS FOR SUCCESS * Setting the Time and Place * Avoiding Negative Environments * Establishing Common Ground and Building Momentum * Creating a Negotiation Framework, Agreeing on Issues, and Maintaining a Positive Framework * Working through the Five Steps of Negotiation 4. BEST PRACTICES * Starting Off on the Right Foot * What to Share and What to Keep to Yourself * Knowing What to Expect * Utilizing the Top Ten Negotiation Techniques * Managing an Impasse 5. NEGOTIATION TOOLS & TECHNIQUES * Reviewing the Three Ways to See Your Options * Creating a Mutual Gain Solution * Agreeing on Wants - Working with What You Want and What They Want 6. CONSENSUS & AGREEMENT * Building Consensus * Consolidating and Finalizing an Agreement * Controlling Your Emotions and Dealing with Personal Attacks * Walking Away When Necessary

Negotiation is an everyday challenge for some whether it be in the office, field or at home. Have you ever walked away from a situation thinking "if I'd only put my thoughts, side, opinion or words across better"? This 2-day course is perfect for managers, supervisors and sales people. It will focus on negotiation skills and the techniques that go with it. In this energy-charged provision you'll learn and practice negotiation, assertiveness and influencing techniques. -------------------------------------------------------------------------------- Course Syllabus The syllabus of the Effective Communication and Influencing course is comprised of seven modules, covering the following: Module One An Introduction to Negotiation * Assessment of your current sales and negotiation strengths and improvement areas * What is negotiation? * Identifying objectives and all factors affecting negotiation * The negotiation model - the four stages Module Two The Preparation Stage * The significance of preparation and why we need to prepare * What do you need to prepare? * Preparing a set of objectives: yours and theirs * Understanding constants and variables * Researching the other party * Creating a "win-win" situation * Preparing yourself for possible set-backs and objections Module Three The Discussion Stage * The importance of rapport building * Opening the negotiation * The power of effective questioning techniques * Improving your listening skills * Controlling emotions * Spotting the signs - non-verbal communication and voice clues Module Four The Proposing Stage * Stating your opening position * Responding to offers * How to deal effectively with adjournments Module Five The Bargaining and Closing Stage * Making concessions - the techniques * Adopting key bargaining skills * Dealing with objections and underhand tactics * Closing techniques * Confirming the agreement * Creating long term, lasting commitment -------------------------------------------------------------------------------- SCHEDULED COURSES Unfortunately this course is not one that is currently scheduled as an open course, and is only available on an in-house basis. Please contact us for more information.

The 'golden rule' of negotiation is simple - don't! But life's rarely that simple and very often we do have to negotiate, particularly if we want to win the business and especially if we want to win it on our terms. Such negotiations are crucial. We need to prepare for them. We need a strategy, and the skills to execute it. Does your team have a structured approach? Is it flawlessly executed, every time? Or is there room for improvement? This programme will help them master the six fundamentals of closing better business: Manage all these elements well and you will win more business, more profitably. This course will help participants: * Negotiate from a position of partnership, not competition * Deal more effectively and profitably with price objections * Identify and practise successful sales negotiating skills * Identify strengths and weaknesses as a sales negotiator * Understand different types of buyer behaviour * Learn to recognise negotiating tactics and stances * Apply a new and proven structure to their business negotiations * Identify and adapt for different behavioural styles * Be alert to unconscious (non-verbal) communication * Prepare and present a proposal at a final business negotiation stage * Project confidence and exercise assertiveness in all sales negotiations 1 PLANNING FOR SUCCESSFUL BUSINESS NEGOTIATIONS This session introduces the concept of business negotiation and looks at its importance in the context of the participants' roles and activities. It briefly examines why we negotiate and the dynamics involved. Session highlights: * What kind of a negotiator are you? * Negotiation skills self-assessment and best practice * How to establish roles and responsibilities for both parties * How to identify and set objectives for both buyer and seller * How to research and establish the other person's position (business negotiation stance) 2 HOW TO STRUCTURE YOUR NEGOTIATIONS This module presents an eight-step framework or structure for use in negotiations and considers how best to prepare and plan your negotiations within the context of a supplier/customer relationship or business cycle. It also includes a brief review of legal responsibilities and what constitutes a 'deal'. Session highlights: * Learn and apply a formal structure to use when negotiating * How to establish short- and longer-term objectives and opportunities * How best to plan, prepare and co-ordinate a major business negotiation meeting, or on-going negotiations * Understanding of basic legal and organisational requirements 3 VERBAL NEGOTIATION SKILLS This session examines the human and communication dynamics inherent in any negotiation situation. It emphasises the importance of professional skills in preparing for a negotiation by identifying needs, wants and requirements accurately and by qualifying the competitive and organisational influences present. Session highlights: * How to fully 'qualify' the other party's needs, requirements and constraints during the negotiation process by using advanced questioning and listening skills * How to pre-empt negotiation objections by promoting and gaining commitment to options, benefits, value and solutions * How best to propose and suggest ideas, using drawing-out skills 4 NON-VERBAL NEGOTIATION SKILLS This module highlights how different personal styles, corporate cultures and organisation positions can influence events, and demonstrates practical methods for dealing with and controlling these factors. It also examines key principles of body language and non-verbal communication in a practical way. Session highlights: * Gaining rapport and influencing unconsciously * Understanding the importance of non-verbal communication; reading other people's meaning and communicating effectively as a result * Ensure that non-verbal behaviour is fully utilised and observed to create maximum impact and monitor progress (eg, buying signals) * Recognising that business negotiations are precisely structured and agreements gained incrementally 5 PROPOSING AND 'PACKAGING' This session highlights how best to present and package your proposal. It looks at how to pre-empt the need for negotiating by creating minor-options and 'bargaining' points, as well as how to manage the expectations and perceptions of the customer or buyer. Session highlights: * How to identify the key variables that can be negotiated * The power and use of 'authority' within your negotiations * How to structure and present your proposal, ideas or quotation to best effect * The importance of when and how to identify and influence buyer's objections 6 DEALING WITH PRICE This module highlights how to best present and package price within your proposal or negotiation. In most cases, price has more to do with psychology than affordability and preparation and careful handling are essential. Session highlights: * The three reasons that people will pay your asking price * How to set price in a competitive market * The key differences between selling and negotiating * Ten ways to present price more effectively and persuasively 7 GETTING TO 'YES': TACTICS AND STRATEGIES There are many different tactics and strategies common to successful negotiators. This session looks at those that are most appropriate to the participants' own personal styles and situations. The importance of 'follow-through' is also explained and how to deal with protracted or 'stale-mate' business negotiations. Session highlights: * How to negotiate price and reduce discounting early in the process * How to recognise negotiating tactics and strategies in your customer or supplier * Key strategies, techniques and tactics to use in negotiation * The importance of follow-through and watching the details * How to deal with stalled business negotiations or competitor 'lock-out' 8 CASE STUDIES AND REVIEW This session examines a number of different situations and participants discuss ways to approach each. This will allow learning to be consolidated and applied in a very practical way. There will also be a chance to have individual points raised in a question and answer session. Session highlights: * Case studies * Question and answer * Planning worksheet * Negotiation 'toolkit' and check-list 9 PERSONAL ACTION PLANS Session highlights: * Identify the most important personal learning points from the programme * Highlight specific actions and goals * Flag topics for future personal development and improvement

Master the skill of negotiation at our online webinar.

Duration 1 Days 6 CPD hours This course is intended for This course is for anyone who finds themselves needing to improve their negotiating skills in the workplace. Overview Develop the skills necessary for successful negotiation. Identify key negotiation concepts and strategies. Learn the key elements in preparing for negotiation to help ensure success. Develop a BATNA (Best Alternative to a Negotiated Agreement) before starting negotiation. Identify what we bring to the negotiation table that could get in the way of successful negotiation. Generate options to getting to a shared agreement Prepare for and practice negotiating in a safe environment Being able to negotiate well is critical for any project professional. You need to clarify what you hope to gain from negotiating, as well as understand the other side?s objectives to reach a mutually beneficial result. This course provides essential tips on how to prepare for negotiation, including managing emotions and understanding what all parties contribute to the process. You will also learn the difference between positions and interests and how to bargain to generate options to find the win-win. The course provides an opportunity to apply concepts taught to a real-life situation and to practice negotiating in a safe environment. Note: This course will earn you 7 PDUs. 1 - Negotiation Overview Negotiation defined Negotiation strategies 3 Negotiation approaches Negotiation Process 2 - Preparing your Negotiation Mindset Mental models Personal values Forms of power Managing emotions Identifying your personal hot buttons Cooling down techniques 3 - Prepare for Negotiation Determine if negotiation is your best path Determine negotiation goal Collect relevant information Identify your BATNA Identify your interests under your position Build an effective environment Prepare your opening statements 4 - Negotiation Tips to Remember Before you Begin Negotiating Present your opening statement Exchange information - identify interests Bargain and generate options for mutual gain Finalize agreement & conclude negotiation Overcoming negotiation challenges

Any successful business manager will tell you that you never get the deal you deserve - you always get the deal you negotiate! This two-day workshop includes recent research and practical techniques from the Harvard Business School Negotiation Project and provides a unique opportunity to learn and practice these skills in a safe environment using up to date materials and life-like practice negotiation case studies. This course will help participants to: * Understand the basics of negotiation * Develop negotiating skills * Increase their business acumen * Develop their communication skills * Learn the models, techniques and tools for an effective negotiation * Identify the barriers to agreements * Close the deal 1 WHAT IS NEGOTIATION? * Key skills for negotiation * Types of negotiation * Win-lose negotiations versus Win-win negotiations * Wise agreements and Principled Negotiation 2 FOUR KEY NEGOTIATING CONCEPTS * BATNA - Best alternative to negotiated agreement * Setting your reservation price * ZOPA - Zone of possible agreement * Creating and trading value 3 BUSINESS ACUMEN * Understanding pricing, gross margins and profit * Knowing the key points on which to negotiate 4 A FOUR PHASE MODEL FOR NEGOTIATION * Nine steps to successful planning * Discussing a deal - creating and claiming value * Making and framing proposals * Bargaining for the winning deal 5 EFFECTIVE COMMUNICATION * Effective questioning * Active listening skills * Understanding and interpreting body language * Barriers to effective communication 6 UNDERSTANDING INFLUENCE AND PERSUASION * Influencing strategies * Ten proven ways to influence people * Six universal methods of persuasion * Understanding why people do business with other people 7 NEGOTIATING TACTICS * Tactics for win-lose negotiations * Tactics for win-win negotiations * Effective team negotiating * Understanding and using powerv * What do you do when the other side has more power? 8 BARRIERS TO AGREEMENT * Common barriers to agreement * The Negotiators Dilemma * Dealing with die-hard negotiators * Dealing with lack of trust 9 POTENTIAL BARRIERS TO CROSS-BORDER AGREEMENTS * Understanding business methods and practice in other cultures * Figuring out who has the power and who makes decisions * Recognising and dealing with cultural differences * What's OK here might not be OK there 10 CLOSING THE DEAL * Four steps to closing the winning deal

ABOUT THIS TRAINING COURSE This is a 2 full-day course that is aimed at providing professionals in the Oil & Gas business with a comprehensive set of core negotiating skills. Negotiations take place in many situations e.g. between peers, manager and subordinate, company and trade unions, company and government. The skills learnt on this course will be useful in all of these situations. However, this course puts a focus on the skills needed in commercial negotiations. A particular emphasis is placed on the relationship and negotiations typically carried out between client and contractor, vendor or the provider of services. A mixture of theory, examples and practical exercises are used so that the participants understand the principles and get an opportunity to try them out. The case studies used are real cases encountered in the Oil & Gas industry. Training Objectives Many technical experts find it difficult to move out of their expertise areas and deal with commercial matters. Negotiating to optimise business value is a step further from their comfort zones. All too often negotiations are then left to finance personnel. They bring many strengths to the table but an understanding of engineering trade-offs is not one of them. By the end of this course, the participants will add to their technical know-how a core competence in negotiation skills. They will thus become formidable negotiating opponents. Target Audience The course is intended for middle-managers and technical and other staff who are responsible for contracts, but with limited previous exposure to negotiations, and who will need these skills in the near future. Course Level * Intermediate Trainer Your expert course leader is a consultant, manager and engineer with more than 30 years' experience in a broad range of positions. He spent 15 years with the Shell group and during this time, gained extensive negotiating experience with contractors, vendors, service agents, trade unions and purchasers of equipment and products. Over the last 15 years, he has worked with a broad range of multinational businesses across the globe in a wide range of negotiation related roles including: * Developing negotiating capability and skillsets * Advising on negotiation strategies * Establishing Alliances, Joint Ventures and Partnerships, & * Remediating Alliances, Joint Ventures and Partnerships He has many years of teaching experience to technical staff - both in a corporate setting, and in an academic setting - for Melbourne University in Melbourne, Australia. Several thousand people from around the world have benefited from his courses. He brings an engineer's practical perspective, and can readily empathize with technical staff making forays into the commercial world of negotiations. He is joint author (with Professor Danny Samson) of Patterns of Excellence ISBN 0273638769, published by Financial Times Management. This has been adopted by a number of blue chip companies as the core text for management development. Corporate Experience: 15 years with Shell in a broad range of international & domestic technical and managerial and change management roles. Consulting Experience: * 5 Years with McKinsey Consulting Group * 4 Years with Melbourne Business Schoo POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information post training support and fees applicable Accreditions And Affliations

Negotiating Skills ► Into Action strengthens participants’ ability to apply a collaborative, problem-solving approach to the negotiating process. It is exercise-based, highly interactive and designed to yield results that can be put to use immediately. Outcomes – Participants will be able to: * Recognize their default negotiating style * Work more effectively with clients who have different styles * Understand the process of collaborative negotiations * Prepare appropriately for an upcoming negotiation * Craft agreements that satisfy both party’s underlying interests Format—Negotiating Skills ► Into Action is a 4-hour interactive virtual class. REGISTER FOR THIS CLASS AND YOU WILL BE SENT ONLINE LOGIN INSTRUCTIONS PRIOR TO THE CLASS DATE. -------------------------------------------------------------------------------- Dr. Atkins, thank you for sharing ‘Language of Happiness and Power of Praise‘ with our chapter! We enjoyed the interactive presentation and your professionalism. I received positive feedback from our members—there is nothing better than that! Thanks again. Olga Otero, Chapter PresidentHuman Resources Association of Palm Beach County (HRPBC)