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.

Maximum Number of Delegates

Eight

In-House Delivery Option Available

Yes

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

£395 + VAT per Delegate

Discounts are available if 2 or more delegates from the same organisation attend the same course.

Please read 'How much does each course cost' on our FAQ's page for details.

Not having a lot of confidence unless I am fully knowledgable on the subject in question, I feel I have learned a lot in this course and feel confident in not having to worry about the 'negotiation' and can put all my efforts to coming to an amicable agreement with a NO LOSE, NO LOSE result. Thanks for a good course.

Negotiatior - UK Plc

I wanted to speak to someone that gave me confidence that they had achieved success before and were able to be flexible in their approach. When I spoke to Training and Development Solutions that is exactly what I got.

Booking the training was easy. The office staff were extremely friendly and helpful. When I was promised something it arrived, when I was told something would happen, it happened. This was the way and continues to be the way that Training and Development Solutions conducts their business each and every time we have the pleasure of dealing with them.

The training itself has been well structured, superbly delivered and very effective. It is a package you are purchasing when you deal with Training and Development Solutions, not just a day’s training.

Finally I would like to thank them for all their hard work so far. We already have future sessions planned that I am sure will be as successful as the ones we have already had.

It has been a pleasure dealing with Training and Development Solutions.

Training Co-ordinator - Facilities Management Group