Negotiation Skills
Negotiation Skills - Course Outline
Negotiation and negotiation skills are key to all parts of the business world and negotiation requires a special set of skills. Negotiation skills are useful not only in the business world but face-to-face, on the telephone, with external organisations and internally with colleagues. Beyond the world of 'buying and selling' everyone negotiates for a variety of reasons; project deadlines, human resource allocations, service delivery specifications, improved support or increased budget allocation.
This negotiation skills training course will provide delegates with support and guidance on how to employ practical skills to conduct win-win negotiations. Practical exercises exploring strategies for dealing with 'stand-offs' and 'sticking points' will enable participants to fully explore how their own personal style and attributes can be applied effectively/successfully to the negotiation process.
Course Objectives
Identify and negotiate the best deal/outcome possible.
Understand the key skills and processes necessary for successful negotiations.
Recognise the different approaches to the negotiating process and understand their implications.
Identify, develop and employ the interpersonal skills and techniques crucial to negotiating proactively.
Work on individual strengths and weaknesses to develop a personal style of negotiation that is powerful, sincere and effective.
Develop flexibility in your negotiation style to identify and practice individual/group behaviours that are helpful in negotiations.
Develop successful negotiating strategies that can be used according to the needs and demands of your organisation.
Look at the use of negotiation skills in both one-to-one and team-to-team negotiations.
Course Designed For
All specialist staff who negotiate with suppliers, clients and colleagues both inside and outside their organisation. The course is particularly useful for those new to commercial negotiations and for those whose job performance is measured by successful outcomes and exit strategies.
Course Content
Introduction
The fundamental elements involved in a negotiation
The skills required to be an effective negotiator
The stages of the win-win style of negotiation
Preparation
Preparation involved before starting a negotiation
Setting your maximum and minimum objectives for each negotiable issue
Valuing and identifying concessions and determining what you want in return
Identifying sources and types of information concerning the other side's position
Establishing the Climate
Using questioning techniques to identify a negotiator's maximum and minimum objectives
Recognising and reading signals from the other negotiator
The right and wrong type of question to ask in negotiations
Proposing
Effective ways of making and receiving proposals to aid agreement and avoid deadlock
Using counter-proposals to keep the negotiation progressing
Packaging the proposal to interest the other party
How to use creative thinking to develop options for mutual gain
Ways of testing your assumptions without making a commitment
The Skills of Bargaining
Valuing your concessions from the other side's point of view
Successful strategies when trading concessions
Using bargaining to build momentum and avoid deadlock
Reading the other side's negotiating position from the pattern of their concessions
Closing
Timing the close
Ways of testing when the other side is ready to close
Different types of closing techniques and how to use them
Key points when writing up the agreement at the end of the negotiation
Negotiation Strategies
Key factors which affect the choice of the appropriate negotiation strategy
Six types of power in negotiations; how to recognise and use them
How the balance of power influences the choice of strategy
Negotiation Tactics
Examples of different types of tactics
How to use them; how to counter them
Tactics that can be used when in a low power or weak negotiation position
Team Negotiations
The difference between one-to-one and team-to-team negotiations
The different roles in a negotiating team and what each one does during the negotiation
Team negotiation strategies and techniques
Practical Exercises - Bringing it all Together
Practicing negotiating skills using role plays and exercises
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