Details

Whether negotiating with suppliers or clients, trade unions or colleagues in other departments, negotiation skills are important in today's complex and difficult environment. This two-day course will help participants to refine their personal skills and behaviours as negotiators. We will also help participants to develop their negotiating strategies and approaches to complex negotiations. Dealing with difficult situations and interpersonal conflict will be a major part of this practical and participative course.

Run as it features here, or run in-house where the content can be tailored to suit your organisational needs; cost effective if a number of people require training.

Course Tutors

Mr David Rees

David Rees  MBA,  Chartered MCIPD,  Fellow of the CMI David worked for 20 years in management roles ranging from team leader through to Senior management before setting up his own training and management consultancy in 1992. Since then he has worked with a wide variety of organisations in the UK, Europe and the Middle East. His clients range from consultants to manufacturing, financial services to pharmaceutical companies, and charities to government agencies. He regularly works with managers and staff in a wide range of organisations to deliver training to all levels. His extensive training experience ranges from public sector organisations to commercial businesses, from the very large to the very small. David obtained his MBA in 1992, is a Chartered Member of the CIPD and a Fellow of the Chartered Management Institute.

Who is it for

Effective Negotiation Skills is the course for you if you deal with difficult negotiators or if you're already involved in challenging or complex negotiations; where you may need to focus your skills and style with flexibility.

Benefits

By the end of the Effective Negotiation Skills course, you'll be able to:

  • recognise the phases involved in all negotiations
  • recognise the key interpersonal skills you will need at each phase
  • know how to prepare and plan before each phase
  • know your preferred negotiation style, and its strengths and weaknesses
  • understand how blockages and deadlocks happen, and what to do
  • know how influencing and persuasion skills contribute to a productive negotiation
  • better handle difficult people and conflict situations
  • work more effectively as part of a negotiating team.

Programme

Course overview

  • Course Objectives
  • Participants' real life examples and challenges
  • 3 interdependent skills needed by effective negotiators

The stages in a negotiation

  • Understanding the phases of negotiation
  • Developing a strategy - the crucial role of research and preparation
  • Some predictable phases you will encounter
  • The key characteristics and qualities needed at each stage 
  • Some problems to avoid, some tips which may help 

Practising the phases in a negotiation

  • Trying out the skills
  • Getting feedback and coaching about natural strengths and things to work on
  • Applying the learning to participants' real life examples
  • 3 different types of negotiator and how to negotiate with each type

My style and skills

  • The interpersonal skills and behaviours of an effective negotiator
  • How personality traits can help and hinder the process of negotiation
  • Understanding my own style and skills as a negotiator
  • Recognising the potential for conflict
  • In different cultures, do we need different approaches?

Recognising why negotiations fail

  • The 5 top reasons why negotiations fail
  • The games some people play
  • 10 tactics which will always help

Working as part of a negotiating team

  • the roles, knowledge and skills our team will need
  • clarifying my own role, responsibilities and authority levels
  • the invisible, virtual team
  • managing disagreements and conflict within our own team
  • Participants will work on their real life examples
  • Understanding their behaviours, exploring their issues
  • 5 tactics which will help
  • Are you in the Zone for Agreement?
  • Which of these 9 persuasion strategies may help?
  • What is your BATNA Option? What is theirs?
  • How to plan ahead for the conflict
  • Managing the emotions
  • Achieving the Deal
  • Improving the working relationship
  • Recognising the tipping point
  • Knowing when and how to escalate
  • Are you in the zone of potential agreement?
  • Trading options, rather than making concessions
  • It's not just about the money / the substance - it's also about the future working relationship
  • Check their (and your) authority levels
  • Closing the deal by building Common Ground
  • "Walk Away is better than a Bad Deal"

Dealing with difficult People

Managing Conflict

Bringing the negotiation to a conclusion

Action Planning

  • Applying the learning to participants' real life examples
  • Participants' real life examples will be used to reinforce the course's learnings

The CIPD — the professional body for HR and people development, is the voice of a worldwide community of 140,000 members committed to championing better work and working lives. We’ve been setting the benchmark for excellence in HR and L&D for more than 100 years and we already have more than 2,000 members operating in the Middle East.

CIPD have designed and delivered training programmes in over 50 countries worldwide and provide development programmes for over 15,000 learners a year. 

See all CIPD courses

Contact information not available.

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