Course Details

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Overview

Negotiating skills are of primary importance for everyone whose role it is to interface with and achieve outcomes through the actions of others.

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 Will Benefit From This Course?

• Anyone involved in negotiations with external customers or suppliers
• Those who need to negotiate internally with colleagues, management and other departments.

Learning Outcomes

• Implement the key stages in the negotiation process
• Understand the characteristics of successful negotiators
• Use, recognise and counter negotiation techniques and tactics
• Achieve a negotiated outcome that favours the individual, project or organisation

Content

Introduction

• Negotiating and Influencing
• Types of Negotiations
• What Makes a good Negotiator?

Successful Negotiations

• The Negotiating Continuum
• Win-Win Negotiating

The Components of Negotiations

• Power
• Time
• Whole Body Communicating
• Teams
• Bargaining Techniques
• Tactics and Tricks

A Five Stage Negotiating Model

Preparation

• When do you Start?
• Establishing your Position/Alternatives

Investigation

• Analysing their Objectives/Situation
• Agreeing the Process

Proposing

• Developing your Strategy
• The Benefits of Team Approach
• Setting Alternatives
• Making Proposals

Bargaining

• Bargaining and Conceding Successfully
• The Psychology of Bargaining
• The ‘If Then Rule’
• 10 Negotiating Tricks and Tactics – How to use and counter them
• Deadlocks – How to Break them

Closing

• Recognising an Agreement
• Timing Your Close
• Monitoring the Agreement