Negotiating skills and abilities are of primary importance for everyone whose role it is to interface and achieve outcomes through the actions of others.
These skills are invoked daily by individuals at all levels in an organisation who are involved in both internal and external discussions.
From simple extensions of a project plan to company-level / International commercial agreements, negotiation is a major factor in profitability.
This course focuses on Win/Win negotiating which takes dominance out of the picture and substitutes skills that allow outcomes acceptable to all concerned – and ensure there is a platform in the future for more positive and continuing relationships.
Who Should Attend
Anyone involved in negotiations either internally with colleagues, management and other departments or with external customers and suppliers.
Be aware of the key stages in the negotiation process
Understand the characteristics of successful negotiators
Be able to use, recognise and counter negotiation techniques and tactics
Be better able to achieve a negotiated outcome that favours the individual, project or organisation.
Negotiating and Influencing
Types of Negotiations
What Makes a good Negotiator
The Negotiating Continuum
The Components of Negotiations
Whole Body Communicating
Tactics and Tricks
A Five Stage Negotiating Model
When do you Start?
Establishing your Position/Alternatives
Analysing their Objectives/Situation
Agreeing the Process
Developing your Strategy
The Benefits of Team Approach
Bargaining and Conceding Successfully
The Psychology of Bargaining
The ‘If Then Rule’
10 Negotiating Tricks and Tactics – How to use and counter them