Negotiation Skills Best Practice

Course details

This workshop serves as an introduction to best practice negotiations and will meet the needs of inpiduals that have some negotiation experience, but do not consider themselves experienced negotiators. The workshop is focused on setting in place principles for the development of robust negotiation skills.

PROGRAMME OBJECTIVES

1. Have the knowledge and tools necessary to be able to conduct any negotiation as a competetive and collaborative negotiation
2. Understand how to make the most effective use of time available for negotiation preparation
3. Appreciate the benefits of a wide range of persuasion techniques which are effective in commercial negotiations
4. Be aware of the most commonly used tricks, traps and ploys used in negotiation and, more importantly, how to deal with them
5. See for yourself the factors which make the difference between effective and average negotiators

PROGRAMME OUTLINE

1. Defining the Purpose, Criteria and Rationale of Negotiating
2. Setting the Stage - Understanding the When and Where of Negotiation
3. Win-Win, Win-Lose, Lose-Lose - Understanding Negotiation Outcomes
4. Applying The RIGHT-Step Negotiation Process
5. The Communication Jungle - Negotiation with Different Types of People
6. Beyond the Basics - Deadlocks, Standstills and Concessions
7. Assessing Needs, Fears, Wants and Concerns of Both Parties
8. Identifying, Handling and Controlling Manipulation Tactics
9. Recognising Dirty Tricks and Traps
10. Negotiating for a ‘Win-Win’ Solution
11. Speaking the Language-Verbal and Non-Verbal
12. Using and Countering Power in Negotiations
13. The Art and Science of Persuasion
14. What to Do After the Negotiation