Description

Negotiation Skills in a Day

Anybody that has achieved success in business will tell you that you never get the deal you deserve - you only get the deal you can negotiate!

This one-day workshop is based on research findings and effective techniques from the Harvard Business School Negotiation Project; it 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.

Our expert one day skills workshop helps participants learn the skills and behaviours of good negotiation, and how to select the most appropriate negotiation strategy and tactics to achieve the best outcome possible. Each participant will leave the day armed with the confidence and practical negotiation skills to successfully apply in any situation.

Learning objectives

After completing this course participants will be able to:

Understand the main types and style of negotiation and use the most appropriate strategy and tactics for each of them to achieve the best agreement

Apply the four most important concepts to put themselves in the strongest possible position in any negotiation

Use a systematic approach to preparing, presenting and concluding negotiated agreements

Analyse the power dynamics in a negotiation and apply tried and tested methods for communicating with, influencing and persuading the other side in a negotiation

Anticipate common barriers to agreement and use a tested approach to successfully concluding the deal they deserve!

What is negotiation?

Types of negotiation

Win-lose negotiations versus win-win negotiations

Wise agreements and principled negotiation

Key skills needed for negotiation

The four key negotiating concepts

BATNA - Best Alternative To Negotiated Agreement

Setting your reservation price

ZOPA - Zone Of Possible Agreement

Creating and trading value

Using 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

Communicating, influencing and persuading

Effective questioning and listening skills

Understanding and interpreting body-language

Barriers to effective communication

Understanding and using power

Proven ways to influence people

Six universal methods of persuasion

Negotiating tactics

Understanding what matters - what the numbers mean

Tactics for win-lose negotiations

Tactics for win-win negotiations

Effective team negotiating

Barriers to agreement

Common barriers to agreement

Dealing with die-hard negotiators

Dealing with lack of trust

Closing the deal

Four steps to closing the winning deal

How to know when to walk away from a deal

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Negotiation Skills in a Day

By Maximum Performance

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