This two day 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 advanced 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.

Maximum Number of Delegates

 Eight

In-House Delivery Option Available

 Yes

Day One

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 Two

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

£914.25 (£795 + 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.

Informative and professional. This course has already been of great use to me in my work as a senior negotiator.

Highly Recommended - Sales manager UK Haulier

Very Good in every aspect. 10/10.

Sales Executive - UK Pharmaceutical Company

This has to be a recommended course for anyone in sales or responsible for negotiating. I learned more in two days than I have in two years of negotiating.

Buying Executive - Wholesale Animal Feed Supplier

Perfectly tailored and perfectly delivered.

Contract Negotiator - UK Government Agency

The Most useful course I have done in a very long time.

Project Manager - UK Aerospace Engineering Organisation