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Negotiation Skills CourseOpen Negotiation Skills Course(Click here for Tailored Negotiation Skills Training)This one day Negotiation Skills Course highlights the skills and qualities we already use, introduces some new ones and hones them all for more effective use in lots of different negotiation scenarios. Negotiation Skills is run by 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. Negotiation Skills Course Objectives* 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 ProgrammeNegotiation and the negotiatorLots 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. Negotiation Preparation 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. Qualifying Negotiations 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. Building Rapport 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 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 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. Negotiation Roles 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 Question A quick exercise that looks at all the different sorts of questions we can use in a negotiation and the effect they have. Winning outcomes 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'. Buying Signals 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. Summing Up and Handouts Negotiation Questions, questions and more questions Web Cards that give access to the client area of our web site Negotiation Skills Course
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If you want to know more about a course or its suitability for you or a colleague call us on 020 7226 1877. You may well be able to speak directly to one of our trainers. If not, one of them will call you within 24 hours. Courses take place at our training suites: Suite 121, Business Design Centre, 52 Upper Street, London N1 0QH. See how to find us for directions, hotels and public transport. (If you want to book 3 or more people on to one course, please contact us on 020 7226 1877.)
This one day open Negotiation Skills course is limited to eight participants
Negotiation is undertaken by For a light read try Negotiation - Have Easier Negotiations For more insight into Influencing read Influencing With Flair on our Jolly Good Read page Have a look at a Negotiation Skills Training run for Proximity Other Influencing Skills Issues available from Impact Factory Negotiation Skills Training Course |
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