Further Details
COURSE OBJECTIVES
Identify and negotiate the best deal/outcome possible.
Understand the key skills and processes necessary for successful negotiations.
Recognise the different approaches to the negotiating process and understand their implications.
Identify, develop and employ the interpersonal skills and techniques crucial to negotiating proactively.
Work on individual strengths and weaknesses to develop a personal style of negotiation that is powerful, sincere and effective.
Develop flexibility in your negotiation style to identify and practice individual/group behaviours that are helpful in negotiations.
Develop successful negotiating strategies that can be used according to the needs and demands of your organisation.
Look at the use of negotiation skills in both one-to-one and team-to-team negotiations.
COURSE DESIGNED FOR
All managers, team leaders, and supervisors, who negotiate with suppliers, clients and colleagues both inside and outside their organisation. The course is particularly useful for those new to commercial negotiations and for those whose job performance is measured by successful outcomes strategies.
COURSE CONTENT
Introduction ~
The fundamental elements involved in negotiation
The skills required to be an effective negotiator
The stages of the win-win style of negotiation
Preparation ~
Preparation involved before starting a negotiation
Setting your maximum and minimum objectives for each negotiable issue
Valuing and identifying concessions and determining what you want in return
Identify sources and types of information concerning the other side's position
Establishing the Climate ~
Using questioning techniques to identify a negotiator's maximum and minimum objectives
Recognising and reading signals from the other negotiator
The right and wrong type of question to ask in negotations
Proposing ~
Effective ways of making and receiving proposals to aid agreement and avoid deadlock
Using counter-proposals to keep the negotiation progressing
Packaging the proposal to interest the other party
How to use creative thinking to develop options for mutual gain
Ways of testing your assumptions without making a commitment
The Skills of Bargaining ~
Guide price
£395 1st delegate (£195 for all others from the same organisation) |
