Course code: NGW - call 0845 071 2801
Overview
Course duration: 2 days.
Improve your self-confidence and your skills when negotiating one to one, one to groups and one to other departments and multi-party negotiations in order to secure win/win results.
The emphasis of this workshop is practice rather than theory and over 70% of the time is spent on practice. Throughout the workshop you will participate in sessions, review other delegates and work with the trainer to evaluate your own negotiation performance and you will take away a CD containing guidance notes and templates to use for the planning and preparation stages, prior to conducting negotiations. Numbers are limited to ten to allow you a high level of participation and trainer interaction.
Is it right for me?
If you are already involved in commercial negotiations with customers, suppliers and colleagues both inside and outside your organisation then this workshop is for you. If you are looking to refresh and further develop your skills and your self-confidence in one to one, one to group and multi part negotiations, then this workshop is definitely for you. Please note: this is not a sales negotiation workshop. If you are interested in sales negotiation please refer to ‘Sales Negotiation’.
What will I learn?
By the end of this course you will be able to:
- Use the most appropriate strategies, skills and tactics for effective negotiation.
- Put new skills straight into practice confidently.
- Understand the value of investing in planning and preparation time.
- Pick up signals, break any deadlocks stalling the negotiation and cope effectively with more difficult people.
- Secure win/win results.
Pre-course Activity
To gain the maximum benefit from the workshop, you will be sent an activity to complete which asks you to consider current expectations and challenges. This will help you set the context of the workshop and will be used on the day as part of the workshop activities.
What will it cover?
Evaluating Your Current Strengths and Weaknesses
- Understanding your current negotiation style
- Planning, preparation, questioning and listening
The Interpersonal Skills of Negotiation
- Listening - picking up signals and acting on them
- Using silence as a powerful negotiation tool
- Being aware of your own and others’ body language
The Essential Steps of the Negotiation Process
- Planning and preparing - flexible and appropriate strategy, tactics and plans
- Creating the right climate and negotiating for a win/win result
- Reaching agreement and reviewing
Negotiation for Different Situations
- Clarifying the real problem and managing the issues
- Individual versus team negotiation and multi-part negotiations
- Holding out for a win/win result
Personal Application Plan
- A check-list of things to start doing to develop successful negotiation skills to achieve win/win results