Negotiating Skills for Success (Virtual Classroom: Euro Bookings)

350.00

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Start
1st November 2022 9:30 am
End
2nd November 2022 1:00 pm
Location
Virtual Classroom    
Module Dates
Two Half-Day Virtual Modules: 9.30am -1.00pm: November 1st & 2nd 2022.
Course Code
401

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

Negotiating Skills for Success (Virtual Classroom: Euro Bookings)

350.00

Status

All Scheduled Courses

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