Live, virtual, remote-online training course

This live online workshop 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 & OBJECTIVES

In developing the course content we place emphasis on empowering staff that have a range of skills and experiences to develop greater quality in their work and increase productivity. The training will focus on the following:

  • 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

COURSE AGENDA

Below is a proposed course agenda. Please keep in mind that Total Success Training prides itself on the bespoke nature of our training courses. Feel free to contact us to discuss exactly how and what you would like the course to look like and we can tailor it to your needs.

MORNING 10.00 AM – 3.30 PM – Lunch 12.30-1.00

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

Course Dates

Wed 26
Sep 08

Negotiation Skills – 1 day

September 8 at 9:30 am - 5:30 pm
Sep 23

Negotiation Skills – 1 day

September 23 at 9:30 am - 5:30 pm
Oct 01
Oct 22

Negotiation Skills – Live Remote Virtual Training

October 22 at 9:30 am - 3:30 pm
Nov 12

Negotiation Skills – Live Remote Virtual Training

November 12 at 9:30 am - 3:30 pm
Dec 03

Negotiation Skills – Live Remote Virtual Training

December 3 at 9:30 am - 3:30 pm
Dec 24

Negotiation Skills – Live Remote Virtual Training

December 24 at 9:30 am - 3:30 pm
Jan 14

OUR LIVE ONLINE TRAINING WORKSHOPS

We at Total Success Training recognise the need to keep motivated when working so we have put together a schedule of live, online remote-training workshops.

We will be delivering them as live virtual workshops via zoom.com with a trainer to guide you through the agenda and to answer any questions you may have. We have included all the information that will make this an easy to access workshop.

THE BENEFITS OF SIGNING UP TO OUR PROGRAMME:

  • Makes great use of their time off
  • Saves on the time and cost to your staff of travelling long distances to attend training courses
  • Most of our courses are CPD accredited to aid with your staff development
  • You can bring together remote groups as a team building exercise
  • Gives them a date in their personal development schedules to look forward to
  • Keeps your staff trained whilst they are off normal duties
  • Shows that you and your organisation are proactive in their development
  • Helps your staff with their mental wellbeing as they have something positive to occupy their minds

They will be run via Zoom.com or Join.me depending on the technical capabilities of your teams.

HOW WE WILL ORGANISE THE COURSE

It couldn’t be easier as we take care of the whole process from start to finish:

  1. Pick from our list of live remote online courses or discuss the specific course agenda to suit you. Our trainers can call you to discuss your requirements.
  2. Book the course and send us delegate’s email addresses
  3. We will send out the course materials including downloadable course manual, all of the course materials, a pre-course briefing form
  4. We will start log-ins 15 minutes prior to the course start to allow everyone to connect
  5. All delegates will complete the pre-prepared course activities that we will use during the course
  6. Our virtual courses are very interactive to keep delegate’s attention throughout
  7. All delegates will complete a Post-course action plan that can be reviewed their managers after the course.
  8. The cost of a one-day course is £895 + VAT and can accommodate up to 10 delegates per training session. All materials are included as part of the cost.

OUR PRE-COURSE EMAIL TO YOUR DELEGATES INCLUDE:

  • A pre-course form that needs to be completed and sent back to us. It includes course objectives that we will run through with you during the Introduction.
  • A course manual that can be downloaded for reference during the seminar
  • A course agenda
  • All pre-course exercises that need to be completed before the course (we’ll be using these on the day)
  • A full set of the activities you’ll be doing on the course. These can be completed before the course, but this is not essential
  • A link to our website with all the course materials to download (if delegates are having difficulty accessing the information contained on this email)
  • A link to zoom.com with all the information needed to access the programme via your computer
  • A post-course action plan and course evaluation form. This will be completed as proof of attending. A copy should also be sent to us.
  • A link for the full set of templates and forms that can downloaded for use after the course.

DOWNLOADABLE COURSE MATERIALS

Delegates must download a pre-course briefing form that includes exercises and activities which must be completed and emailed to info@totalsuccess.co.uk before the beginning of the course and a post-course action plan.

Please download the forms below:

Pre-Course Briefing & Exercise Form

Post-Course Action Plan