Description

Unlock the power of effective negotiation. Gain essential skills to navigate complex deals, build lasting partnerships, and achieve optimal outcomes.

Course overview

Duration: 1 day (6.5 hours)

This course is designed for those who need to understand and be able to use essential negotiation skills to make them more effective in their role.

Externally you maybe negotiating with suppliers, customers, regulatory authorities and other organisations. Internally you will be negotiating with stakeholders, colleagues, and team members which could be for resources, time, budget or facilities. Being able to negotiate agreements that are acceptable to all parties requires skill and is essential to maintain healthy, functional relationships.

This will be a facilitated workshop designed to be flexible to achieve the desired outcome. We will achieve the objectives through a mixture of facilitated discussion, interactive exercises designed to give insight and facilitator input.

During the day we will deal with the stages of a negotiation from preparation to closing. Individuals will get the opportunity to practice the skills needed to create win-win outcomes through a number of generic but realistic scenarios.

Objectives

By the end of the course you will be able to:

State the principles of effective negotiation

Prepare effectively for different types of negotiation

Set negotiation objectives and identify what can be ‘traded’

Explain how assertiveness and influencing skills can affect outcomes

Deploy appropriate strategies and tactics to achieve the best results

Use different techniques to deal with difficult customers and difficult situations

Content

Influencing

Seek first to understand, and then be understood

The importance of understanding the other party’s position and how to do it

The power of non-verbal communication

Dealing with difficult customers and difficult situations whilst maintaining a positive relationship

How to approach negotiations

Identifying potential negotiations and preparing for potential outcomes

Aiming for results which deliver win/win outcomes

Developing a win/win mindset and behaviours

Rights and responsibilities of negotiators

Setting Negotiation Objectives

Clarifying essential, desirable and ideal objectives

Assessing the most favoured, realistic target and walk away positions

The Negotiation Process

The importance of preparation

Creating an opening proposal

Where to pitch the opening proposal

Bargaining/Trading - Gaining Momentum

Knowing your parameters – what can be traded?

Choosing a strategy and tactics

Dealing with questionable tactics and ploys

Building rapport – the communication process

Asking the right questions and active listening

Being assertive, demanding your rights and ensuring you meet your responsibilities

Closing Techniques

Trial and actual closing techniques

Signalling

Summarising and documenting the agreement

Follow up and implementation of the deal

Course Images

Negotiation Skills

By Underscore Group

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