Advanced Negotiation Skills
Advanced Negotiation Skills - Course Outline
This advanced negotiation skills training course is designed for experienced negotiators who are looking to develop advanced negotiation skills in the more complex and challenging aspects of the negotiation process. It is a highly interactive two-day course which will help delegates examine the negotiation process as it relates to the on-going demands of their business.
At this advanced level, we will apply concepts already learned to help deal with complex situations involving negotiating teams, multi-party negotiations and negotiators of varying skill levels.
There will be a focus on the team as an effective negotiating unit and extensive use of case studies to provide practice in real world situations. Further practice using role-play and small group activities provides immediate feedback that delegates can use to refine their skills.
Course Objectives
Revision of the essential elements involved in negotiation.
Self-analysis - understanding behavioural patterns.
Understand negotiation structure.
Improve preparation and planning.
Be aware of and use signals.
Deliver assertive proposals.
Creative use of variables within negotiation.
Minimise and optimise concessions.
The needs and motivations that exist in negotiation.
Develop a negotiation mentality.
Course Designed for
Those who already have a grounding in negotiation tactics and professional negotiators in both the public and private sectors, who are looking to develop their skills and build on their strengths
Course Content
Day 1
Understanding the Implications of the Win/win Concept
Examining the 'inner game' of effective negotiation
Identifying the beliefs that are important in negotiating effectively
Reviewing your own beliefs: do you need to make changes?
Building Rapport
Building a sense of trust and understanding
Sensory Acuity
Interpreting underlying messages
Effective listening techniques
Explaining listening positions
Getting to grips with alternative questioning strategies
Needs Definition
Understanding what the other side really wants
Positions vs. interests
Power negotiation vs. needs based negotiation
Yes Sets
Building a history of agreement into the meeting
Overcoming resistance
'Re-framing'
Using metaphor
How to avoid making premature concessions
Sending Positive Messages
Putting your point of view across in a positive manner
Understanding the power of body language and voice quality
Being assertive
The broken record technique
Day 2
Planning the Negotiation
Working through the planning process
Specifying outcomes
Building a database
Analysing the database and understanding where the power lies
Building a settlement range
Planning the negotiation
Testing the plan
Conducting the Negotiation
Obtaining vital information: agreeing outcomes and establishing the agenda
Probing in order to develop understanding
Making proposals and giving and receiving concessions
Applying effective closing techniques
Agreeing action, recording outcomes and monitoring the result
Key Behaviours that Influence the Outcome
Analysing strengths and weaknesses by using negotiating skills assessment checklists
Developing your key learning points
Breaking Deadlock
Acquiring key techniques for overcoming obstacles to agreement
Understanding the 'chunk up' and 'chunk down' strategy
Applying the "negative consequences" technique using counter examples to diffuse objections and overcome barriers
Common Tactics
Tips on responding effectively to popular but counterproductive negotiating tactics
Understanding some of the more common negotiation 'ploys' and how to counter them
Case Studies
Developing a personal action plan
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