This course enables delegates to focus on the key aspects of successful negotiations including arguments and counter arguments; fall-back positions and creative solutions; deadlock and alternatives to agreement. It is designed to lead to practical skills to enable delegates to be both competent and confident in their negotiations.

 

Course Aims and Objectives

  • How to plan and prepare a strategy for successful negotiations
  • Using effective negotiation skills and behaviours to gather information
  • Managing conflict and deadlock
  • How to influence and persuade both colleagues and clients

Course Programme

  • Identifying objectives and factors affecting successful negotiations
  • Understanding the four phases of effective negotiations
  • Understanding and opening up hidden agendas
  • The essentials of influence persuasion
  • Planning and preparation for difficult negotiations and personalities
  • Effective openings
  • Focusing on outcomes not positions
  • Planning workable concessions and alternatives
  • Assertiveness skills – how to manage strong personalities and opinions
  • Managing conflict during the negotiation
  • Managing expectations from the others involved in the negotiation
  • Bargaining skills and creating a ‘win-win’ situation
  • Dealing with objections and underhand tactics

Pre/Post Course Support

Prior to conducting a course your training co-ordinator will have had the opportunity to liaise with one of our lead trainers who will begin to breakdown your companies objectives.

A key part of their process is understanding what led to your decision to improve your team.

We will incorporate all your current training materials to build in effective role plays and discussions suited specifically to your organisational needs.

Before each course delegates will have completed:

  • The pre-course questionnaire (Including personal objectives for the session)

After the course each delegate will receive:

  • A CPD Accredited Certificate
  • A Comprehensive course manual
  • Additional resources beneficial to your continued learning

Your organisation will receive:

  • Constructive feedback on the delegates progression
  • A roadmap for continued learning specifically to your needs

 

Proposed One-Day Course Agenda

This is a proposed agenda for the course.

Morning9.30-1.00 / Afternoon 2.00-5.30

Phase 1: Preparation

This is the most important phase. Using a prepared brief, delegates in groups, will plan a negotiation and score points for the items which were included in their plan. This is followed by group discussion and plenary session. The areas we will focus on are:

  • Defining the main issues and developing a plan for dealing with them
  • Exploring the range of variables which could be introduced into the package
  • Evaluating the relative power of both parties and planning how to use this power balance productively
  • Preparing an overall strategy for how they intend to conduct the negotiation
  • Recognising the needs and requirements of the other party
  • Focusing on outcomes not positions
  • Planning workable concessions and alternatives

 

Phase 2: Presenting Opening Positions

This is the opening phase of the negotiation itself. Using a range of different scenarios delegates will start the negotiation process and analyse whether this had a positive or negative effect on the outcomes. They will also examine how communication helps and hinders negotiations. In this section we will cover:

  • Presenting your requirements clearly, firmly and convincingly
  • Asking the right questions to gain advantage
  • Handling questions confidently without divulging important information
  • Listening actively and carefully to the requirements of the other party
  • Questioning the other party and opposing positively their opening position
  • Recognising disarming techniques at the start of the negotiation
  • How to appear confident when feeling nervous

 

Phase 3: Tentative Movement

Using the previously prepared negotiation delegates will use it in this stage of their negotiation. We will show the delegates how to bargain on options and bring the other party nearer to their position. During this phase we will concentrate on:

  • Communication strategies and conversational control techniques
  • Keeping an overview of all the issues and using these when attacking or defending positions
  • Listening and observing all signals from the other party so we know where we stand
  • Maintaining a professional relationship in tough negotiations

 

Phase 4: Bargaining Towards Agreement

Having explored the options delegates will start to move towards agreement. This is a crucial stage in negotiations as both parties give and gain concessions and close the deal. Delegates will learn the tricks in closing deals and how to ensure the agreement stays in place after the negotiation has ended. We will focus on:

  • How to monitor and manage negotiating concessions
  • Maintain flexibility whilst appearing decisive
  • How to agree on the specifics of the deal without losing sight of the big picture
  • Bargaining skills and creating a ‘win-win’ situation
  • How to record all agreements to aid a swift and steady agreement

 

Handling Negotiation Tactics And Ploys

Over centuries people have developed tactics and strategies that are designed to give them the upper hand in negotiations. Everyone has their own favourite methods of gaining and maintaining control – some of these are easy to spot and some more subtle. We will equip delegates with the skills to recognise, accommodate and disarm difficult scenarios and manage the difficult negotiator. We will focus on:

  • Managing difficult personalities, tricks and ploys
  • Techniques for influence and persuasion
  • How to master the art of assertive negotiation
  • Dealing with objections and underhand tactics
  • Recognising buying signals and how to use them to close the deal
  • Understanding body language cues and clues and what they mean
  • Understanding and opening up hidden agendas
  • Planning and preparation for difficult negotiations and personalities
  • Managing conflict during the negotiation

 

TRAINING METHODS

The focus of the training is to develop the both managers and team leaders on the challenges they face everyday, maximise on current strengths and develop/share good working practices which may already exist.

Proposed methods of training will include:

  • Trainer-led facilitation
  • Role-playing typical situations (using video or audio feedback, if applicable)
  • Group work
  • Workbook exercises and activities
  • Video scenarios with discussion.

All delegates will receive a workbook that doubles as an excellent post course reference manual.