Negotiating to Achieve Win-Win Results

Overview:

This intensive course will address the strategies, techniques, philosophies and skills required for successful win-win negotiation backed up by industry case studies, role-plays and presentations. The practical exercises will ensure that each delegate will translate the theory of negotiation into applicable negotiation skills and return to work ready to negotiate and gain consistent win-win results.

Objectives:

• Understand the key principles and stages of the negotiation process
• Benefit from tested negotiation theories, techniques, skills and philosophies
• Increase their knowledge and confidence to conduct successful negotiations
• Improve their negotiation skills through a practical participating programme
• Handle the challenges, objections and conflict of negotiation
• Review their own skills and develop a personal development strategy

Topics covered:

The Negotiation Process

• Key principles and stages of negotiation
• Common negotiating mistakes
• The importance of planning and preparation
• Identifying strengths and weaknesses
• Developing your bargaining power
• Closing negotiations

Influencing Skills

• Uncovering hidden agendas
• Managing difficult people
• Understanding human behaviour
• Using powers of persuasion and influence
• Handling objections, challenges and conflict
• Framing your proposal 

Strategy and tactics for win-win negotiation

• Defining strategy
• Applying the tactics to achieve your strategy
• Creating a win-win environment
• Setting your minimum and maximum objectives on issues
• Defining your bottom line – identifying and costing your concession

Practical Negotiating

• Plan, prepare and conduct practical negotiations
• Build personal confidence through participation
• Characteristics of top negotiators
• Recognising and handling different styles of negotiations
• Cross cultural negotiations
• Using the correct channels of communication for negotiation
• The right and wrong questions to ask

Team Negotiations

• Defining the difference between one-to-one and team negotiations
• The different roles for team members in the negotiation process

Duration: 2 days
Maximum Places: 12
Group Price: £1,700

For more information
please contact us on
029 20 491 491

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