Complete Negotiation Skills

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Maximum 10 participants 2-day interactive training and practice
Please call us on +44 (0)20 8371 7010 for dates...
Central London £895 + VAT

Complete Negotiation Skills in brief:

Managers and executives need to negotiate inside and outside their organisations, reconcile diverse needs, achieve win-win solutions and sustain goodwill. This course helps participants to fine-tune their technical and interpersonal negotiation skills and develop a personal approach and style.

This event is CPD accredited.

Designed for:

Sales Professionals, Business Development Managers, Account Managers, Project Managers,Team Leaders, Executives, Procurement, Facilities and Contract Managers, Negotiators who collaborate to maintain positive employee relations

Training highlights:

  • Build confidence to 'make the first move' when starting a negotiation
  • Develop an effective personal style that works for you to achieve desired results
  • Plan and control each stage of the negotiation
  • Practise and perfect tools and techniques that work in any negotiations

The Programme

Day One

09:30
Welcome, introduction and outline of objectives
09:30
Negotiating - battling, haggling, debating, conceding or compromising?
  • Golden rules and principles of negotiation
  • What are the conventions about how negotiations should be conducted?
  • Process and stages of a negotiation
  • External constraints and influences which affect the negotiation process
10:20
Debating, proposing and bargaining

Participants will learn how to build confidence to negotiate, understand the process, golden rules and get to the closing point of a negotiation.
11:00
Coffee
11:15
Preparing to negotiate - preparing to win
  • How to determine your ultimate objectives, negotiable issues and bargaining range
  • Working with factors that affect negotiation success - practical do's and don'ts
  • How to negotiate effectively within a team
  • Communicating to reach a 'win-win' situation
  • Importance of listening and using silence
12:00
Reaching a consensus

This exercise will focus on clarity of positions, alternatives and strategic thinking. Video recording enables participants to assess their personal style.
12:45
Lunch
13:45
Planning successful strategies

Participants will weigh up negotiating options within a group and choose a strategy for negotiation with the other side.The impact of their negotiation and strategy choice will be reviewed.
14:30
Choosing the winning strategy
  • Putting forward proposals which will give you the initiative
  • Uncovering the other side's position
  • Considering the dynamics that impact the negotiation process
  • Competitive and collaborative strategies
15:15
Tea
15:30
Handling complex negotiations

Participants will practise preparing for a complex negotiation, focusing on ideal outcome, strategy and tactics. This exercise will be recorded on video and reviewed.
16:15
Review of day one and objective setting for day two

Day Two

09:30
Review of learning points from day one and outline of
10:00
Building a powerful negotiating profile
  • Behaviour of highly effective negotiators
  • Identifying the strengths and weaknesses of your negotiating behaviour
  • Creating your negotiating profile and improving your style
11:00
Coffee
11:15
Dealing with conflict, confrontation and threat
  • Step-by-step guide to responding to objections
  • How to break deadlock and move the negotiation forward
  • Considering your Best Alternative to a Negotiated Agreement (BATNA)
12:00
Playing the negotiating game: tactics and ploys
  • Recognising and dealing with manipulative tricks and ploys used by opposing negotiators
  • Using tactics to your advantage
12:45
Lunch
13:45
Closing the deal
  • Beware of negotiation pitfalls at the final stage
  • How to close deals professionally and leave a positive impression of you and your team
  • Post-negotiation action planning
14:30
The perfect negotiator - putting it all together

This exercise aims to reinforce all points learned on the course, including use of strategy, tactics and ploys and avoidance of traps and polarising positions.
15:15
Review

Review of participants' personal styles and effectiveness from the preceding exercise.
16:00
Personalised workshop

Participants will be able to discuss their real life negotiation scenarios. There will be trainer and group feedback to offer ideas, support and ways of handling these negotiations.
16:45
How to keep winning - planning your further development

Action planning for the future

Client testimonials

The exercises were good, allowing observation of other styles, behaviour and ideas.

—Gill Lawrence, Solutia UK Ltd

Venue details

Venue details will be confirmed shortly.

For further information on the training facilities we use, please call us on +44 (0)20 8371 7010

Testimonials

“The exercises were good, allowing observation of other styles, behaviour and ideas.”

— Gill Lawrence,
Solutia UK Ltd

Run courses In-Company

If you have 4 or more people who would benefit from this training, why not consider running it in-house?

 

  • Tailored content
  • Significant cost savings
  • Choice of time and location
  • Flexible delivery options

 

Call us now on
+44 (0)20 8371 7011
or send us an outline of your requirements.

 

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