Course Duration – 2 Days – Maximum number of participants 6

Overview

The Professional Negotiation Skills course introduces the participants’ to the essential skills and techniques to successfully bring about a positive outcome whilst maintaining the long term relationship.

The workshop enables the participants to identify their own personal style of negotiating and how this can affect the outcome of the negotiation.

Who Should Attend

The Professional Negotiation Skills course is appropriate for all employees who have to negotiate as part of the job, whether this be with external clients on fees, service levels or with colleagues.

Aim

The aim of the workshop is to develop participant’s negotiation skills so that they are able to reach a satisfactory outcome for both parties whilst maintaining and enhancing the long-term relationship.

Objectives

By the end of the workshop participants will be able to:

- Understand and apply the key skills & behaviour for effective negotiations

- Effectively plan and prepare for a negotiation, including team negotiations

- Successfully implement a process for a successful negotiation

- Identify the different negotiation strategies and adopt the correct one for a given situation

- Identify and counter different negotiation tactics and ploys

- Understand different team roles for effective team negotiations

- Understand the dynamics of power and how it influences the outcome of a negotiation

Content

- Understanding the dynamics of negotiating

- Key skills & behaviours

- How do emotions affect our negotiations?

- Dilemmas & decision making

- Psychology

- Key guidelines

- Negotiation process

- Tactics and dirty tricks

- Team roles

- Dynamics of power & influence