This one day Negotiation Skills Course highlights the skills and qualities you already use, introduces some new ones and hones them all for more effective use in lots of different negotiation scenarios.
We all have to negotiate.
Sometimes it's 'hard' negotiation, such as negotiating a new piece of work, a salary increase or the price we'll pay for a house, an advertising campaign or a used car.
Sometimes it's 'soft' negotiations such as getting your children to do their homework (well, actually, that's probably hard), deciding who's going to do what in your team or handling staff conflict.
The principles are the same though.
- Introducing negotiation types and qualities
- Preparing for negotiations
- Building the relationship
- Eliciting information effectively
- Holding your ground when you need to
- Dealing with the tough guys
- Closing the deal
- Negotiating with flair
Negotiation Skills Course Programme
We tailor all our courses to reflect the needs of the delegates on the day. The course content may include many of the exercises listed below, and any additional material that the trainers feel is relevant.
Negotiation and the Negotiator
Lots of people have very different ideas about negotiation and the skills and qualities a good negotiator needs. We start by exploring those ideas, looking at how each individual currently handles negotiations and the qualities they bring.
We look at what preparation is appropriate for different negotiating situations, looking at the purpose, the desired outcomes on both sides, who will be there and what is known about them, including interests and positions of all parties. We highlight the difference between an interest and a position and why it's important to separate them.
This simple and effective technique puts a little structure around the 'gut feeling' we have about a negotiation so we can decide whether we should be in the negotiating arena at all.
Baseline - Negotiable - Give Away
This exercise is about working out what can be given away and what can't. The stuff in between is the real meat of the negotiation.
In the opening phase of a negotiation it is vital to establish rapport with the other party. We look at ways of making people feel at ease and comfortable so that the negotiation works on a human level.
Their World of Negotiation
Building on the idea of preparation we will use a set of visuals to look in more detail at the idea that everyone sees the world differently. The others involved in a negotiation may well be taking a very different point of view and neither side may feel like 'giving in'.
Their level of interest
There are different levels of benefits to be offered or gained in any negotiation. Knowing the buttons to press on your counterpart can be a useful tool.
Understanding the Rules of Negotiation
Our approach to good negotiation isn't about winning and someone else losing. It is, however, about learning to 'play the game', because that's what negotiation is - a game. And like any game there are rules and conventions. We help people explore their own rules and beliefs about negotiation and how they either support or get in the way of success.
People take on roles when they negotiate, whether it's conscious or unconscious and sometimes they can get in the way of good negotiations. Here we introduce the technique of 'levelling' where people practise giving clear, direct messages that cut through the games people play.
Types of Negotiation Question
A quick exercise that looks at all the different sorts of questions we can use in a negotiation and the effect they have.
Negotiations can often feel like a fight with one side winning and the other necessarily losing. But does it have to be like that? We take a look at some other options and the effect of each over a period of time.
Deal or No Deal
The pressure in a negotiation to come away with some sort of deal can be immense. Here we explore in groups the circumstances under which it might be better to say 'no deal'.
In pairs delegates come up with the indicators they recognise that someone may be ready to do a deal in a negotiation.
The Negotiation Game
Here we will set up a negotiation, where one group is the 'home team' and the other the client. Both sides decide their position and strategy and what they want from the negotiation, and with some guidance from Impact Factory, will play out a negotiation till it reaches a resolution.
The purpose is to get people familiar with some of the tools, roles and protocols around the idea that negotiation is indeed a game.
Awareness of Personal Negotiation Style
To round off the Negotiation Skills Course delegates give and receive feedback on their personal negotiation style and what is already working for them as a negotiator.
They also have access to a course web page containing
- Handouts used during the course
- New supportive material
- Impact Factory PDF documents
- Recommended reading
- Links to our favourite videos
- Photos of the day
to help further their progress.
Negotiation Skills Course
Book this course
Freephone: 0808 1234 909
The Negotiation Skills Course - Impact Factory team:
- Asma MansuriAsma is adept at delivering training programmes in different aspects of leadership and management.
- Caitlin ShannonCaitlin has insight, natural warmth and bags of energy to engage with delegates and bring the work to life
- Kate ArneilKate is involved with Performance Management, Conflict Management, Presentation and Communication Skills Training.
- Katherine GriceKatherine's skills and passions include Customer Service, Presentation Skills, Public Speaking, Personal Impact and Leadership
- Simon WestwoodSimon brings more than 15 years of global corporate experience to his role as a trainer – but that's only the beginning!
Attend this Negotiation Skills Course risk-free
We are so confident in our trainers and the quality of our Negotiation Skills Course that we guarantee it will make an impact.
If you attend this training and believe you have not benefited, let us know and we can arrange a refund or a free placement on a more suitable course.
Training Course Accreditation
To ensure that the courses you attend are of the highest quality, offering the best professional tuition possible,
all our Open Courses are evaluated and accredited.
This accredited course is suitable for corporate and public sector Continuing Professional Development Plans and Portfolios.