Negotiation
'How to gain the best deal while maintaining good relationships.' In today's competitive business world we are all under increasing pressure to deliver better results. Both buyers and sellers at the forefront of commercial negotiations, and anyone negotiating internally, all face pressure to achieve more and in less time.
Who will benefit from Negotiating
Anyone involved in negotiation whether as buyer, seller, technical support or managerial staff, in either the private or the public sectors. This is especially so if there is a feeling that you could and should have got a better deal, or that the other party was smarter than you
Negotiation Outcomes
On completion of the course participants will be able to:
- Understand the dynamics of negotiation and improve their skills
- Understand and identify different behavioural styles and adapt as necessary
- Develop self-awareness of their personal style and approaches to negotiation
- Prepare pre-negotiation by identifying possible negotiation outcomes
- Apply techniques for successful negotiation by participating in practice cases
- Recognise dirty tricks and tactics
- Demonstrate the use of successful concession making
- Develop an action plan to improve negotiation skills
Negotiation Content
- How to plan and prepare with a clear objective
- Negotiate to reach common agreement using a 4 stage method
- Demonstrate confidence and assertiveness during negotiation
- The 4 main negotiation styles -
- Co-operative vs. Aggressive,
- Effective vs. Ineffective
- How not to give away too much too soon
- The power of timing
- Using assertive language
- Identify body language and eye accessing cues
- Tactics and counter-tactics
- Identify and challenge manipulation during negotiation
- Eliminate personal attacks and emotion from the negotiation process
- Avoid the pitfalls of deadlocks (stonewalling, dirty tricks, power struggles, destructive argument and alienating manipulation)
- Brainstorm alternative options to reach a win/win solution
Duration:
- Option 1: 1 day
- Option 2: 2 days at 1 week interval. This course includes additional material, extra scenarios and samples, comprehensive workplace assignment, and feedback
|
