Negotiation Training Contents
We tailor all our negotiation training courses to reflect the needs of the delegates on the day.
We will include many of the exercises listed below, and any additional material that the trainers feel is relevant.
We kick off with a light-hearted negotiation exercise to help you identify patterns, expectations and your personal rules around negotiating.
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.
Scale of Investment
A simple model to show that negotiations aren’t all the same. Some are little more than single, simple transactions - with little need to investments of time, emotion, creativity or trust.
Others are far more complex and are dependant on many variables. These kinds of negotiations can make future business easier, faster, and more profitable.
How we approach a negotiation and the styles/tactics we use depend on where the negotiation sits in the Scale of Investment.
The Steps to Effective Negotiation
Using a variety of exercises and tools we explore what steps are needed to get the best outcome out of any 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
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.
In this part of the negotiation training, we’ll help you explore your 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.
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.
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 between two teams.
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 until it reaches a resolution.
The purpose is to get people familiar with some of the tools, roles and protocols.
Each person will identify:
- What specifically they know they will use
- What they are taking away from the course
- Where they will practise
We will give out Impact Factory documents to support the negotiation training.
You'll get copies relevant hand-outs to remind you of the coursework.
Ongoing Support After The Negotiation Training
Two weeks after the negotiation course one of your trainers will call to see how you are getting on.
You will have email and telephone access to both of your trainers.
You'll 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
Negotiation Skills Training