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An Introduction to Effective Negotiation

Course_Reference: 
HFNSI
Manufacturer: 
0
Training_Provider: 
23
Summary: 

This one-day course will provide delegates with support and guidance on how to employ practical skills to conduct win-win negotiations. Throughout the course practical exercises will be used to practise new negotiation skills. The course will enable participants to fully explore how their own personal style and attributes can be successfully applied to the negotiation process.

Audience: 

All managers, team leaders and 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.

Objectives: 

By the end of this course you will be able to:

  • 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 practise 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.

Introduction

  • The fundamental elements involved in a negotiation
  • Skills required to be an effective negotiator

Preparation

  • Setting your maximum and minimum objectives for each negotiable issue
  • Valuing and identifying concessions and determining what you want in return

Establishing the Climate

  • Using questioning techniques to identify a negotiator’s maximum and minimum objectives
  • 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

The Skills of Bargaining

  • Using bargaining to build momentum and avoid deadlock
  • Reading the other side’s negotiating position from the pattern of their concessions

Closing

  • 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 and Tactics

  • Types of power in negotiations; how to recognise and use them
  • Examples of different types of tactics - how to use them; how to counter them

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

Personal Development

  • Preparing a personal action plan

Description: 

This one-day course will provide delegates with support and guidance on how to employ practical skills to conduct win-win negotiations. Throughout the course practical exercises will be used to practise new negotiation skills.

Keywords: 
Effective Negotitation,Effective Negotiation Introduction,employ practical skills,practice negotiation skills

Software Vendor

IT Technical

Business Skills