Introduction:

This programme also looks at how to prepare negotiation strategies, approach complex and team negotiations and options when dealing with difficult situations and interpersonal conflict. You will have the opportunity to discuss your current negotiation challenges and successes and put together action plans for approaching these situations back in the workplace.

Course Objectives:

• Recognise phases involved in all negotiations
• Recognise key interpersonal skills needed 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
• Be better able to handle difficult people and conflict situations
• Work more effectively as part of a negotiating team
• Improve your ability to actively persuade colleagues and other stakeholders

Be able to negotiate better deals and agreements

Course Outlines:

Day 1:

• Introductions to negotiations
• What is negotiation?
• Different negotiation approaches
• Stages of negotiations
• Dealing with conflict
• Persuading and Influencing
• Planning for a negotiation
• Key negotiation stages
• Communication skills
• Action Planning

Day 2:

• Common tactics
• Power in negotiations
• Advanced communication skills
• Negotiating in different contexts and cultures
• Recognising sales and closing techniques
• Negotiating as a team
• Putting it all into practice
• Action Planning

Day 3:

• Negotiation skill in commercial contracts
• The seven goals of the sale
• Define the different roles of buyers
• Buyer Decision Process
• Strategies of the stages of the buyer’s decision-making process
• Needs Assessment Strategies
• Strategies of the “Evaluating Options” stage Strategies for “Solving Concerns” Stage

Day 4:

• SPIN questioning strategy
• Status questions
• Problem / opportunity questions
• Benefits / Need Questions
• Negotiation tools for success
• Creativity and problem-solving techniques
• The importance of creativity in negotiation processes
• Creativity tools
• Creativity: a self-assessment tool
• Decision making techniques
• communication skills
• Active listening skills
• Outputs for asking questions
• The art of asking questions
• Conflict management methods
• Workshop: Creativity in overcoming negotiating challenges

Day 5:

• Maintaining alliances: critical thinking for decision making
• Gaining control and using information – formal and informal
• Identifying sources and testing assumptions
• Framing the problem
• Decision making under pressure
• Reviewing strategic alliances and building personal action