Course Overview
In the changing challenging world we live in, the skills of effective negotiation are essential to survive and lead in an economic, political and commercial world. In tough times when every 0.01% counts, organisations may become increasingly sophisticated and sometimes aggressive in their approach to negotiation, therefore, it becomes critical for individuals handling negotiations to be confident, prepared and well equipped in the tools, tactics and strategies that shape their approach and deliver long term results that deliver on policy and withstand the test of posthumous scrutiny.
What this course will give you:
This two day, well structured programme uses world class case studies to harness the skills, tools, tactics and processes of effective negotiators in any business context. This programme will enhance your ability to negotiate more effectively and bring greater value to key relationship.
Course Outline Practical Negotiation Skills delivered by Negotiation skills specialist Margaret Considine
Day One: Practical Negotiation Skills
Session One: Getting a Head Start
- Get the thinking right first – ‘the Head Start’
- The Power of Talk – who gets heard and why – understand the power of language in generating momentum in negotiation
Session Two: The Fundamentals of Negotiation
- Understand the psychology of negotiations – the ten basics that all negotiators need to know
- Clarify your objectives in negotiation; goal setting
- Understand the difference between Selling, Negotiation, Influence, Manipulation and Persuasion
Session Three: Putting it into Practice
- How to adopt an interest based approach to negotiation for a mutual gains approach, while delivering on your objectives
Session Four: Understand the Process of Negotiation
- Understand the two types of Negotiation (Distributive and Integrative) and how and when to use both: Creating V’s Claiming Value
- Master the seven skills of more effective negotiators
Session Five: Putting it into Practice
- Set the stage for productive negotiations: The elements of Negotiation that define success
- Manage the negotiation process through its different phases in order to achieve a mutually beneficial conclusion by understanding which needs will provide the strongest source of motivation to the person(s) you are dealing with.
Day Two: Personal Negotiation Skills
Session Six: Own Negotiation Style
- Understand your own negotiation style with a psychometric
Session Seven: Effective Communication in Negotiation
- Identify negotiation behaviours, objectives, motives and tactics in order to maximise your position and maintain a good ongoing relationship
Session Eight: Multi Party Negotiation Assessment and Feedback
- Develop problem solving techniques, understand adversarial versus partnership negotiation and identify the true power and position of both parties
- Construct a total negotiation overview to determine personal position, the other party’s core competences, corporate strengths and weaknesses, and your competitive differentiation
- Prepare and design a total negotiating plan for likely upcoming negotiations in your business including performance objectives, for implementation on return from the course that are practical and work
