Further Details
This course will enable you to learn:
· Learn how to use powerful negotiation techniques that will enable you to aim for win/win negotiations every time
· Develop a range of subtle yet highly effective influence and persuasion skills that will enable you to enter any negotiation with confidence
· Identify the beliefs of master negotiators and learn how to build them into your negotiation style
· Work with an effective negotiation structure that will enable you to apply your new skills
· Understand how power works in any given negotiation and how to build your power base
· Leave with your ‘negotiators toolbox’ – a range of negotiation templates that you can use time and again
· Identify established ploys that are used by professional negotiators and how to counteract them effectively
· Recognise why and how deadlock can occur and select the appropriate deadlock breaking strategy to move the negotiation forward
· Have a clearer understanding of your behaviour and working style by completing a personal profiling questionnaire
Contents of the programme
NEGOTIATION PRINCIPLES
· Understanding the key principles of win/win negotiation
· Considering the alternatives to win/win negotiation for you and your organisation
· Identifying what attributes are required to make an advanced negotiator
· Addressing the beliefs that advanced negotiators use and how they align with your beliefs
· Determining the difference between Position negotiating and Needs negotiating
THE ART OF INFLUENCE AND PERSUASION
· Learn how to develop your influence and persuasion skills to negotiate effectively
· Create rapport and build empathy using the concept of pacing and leading
· Develop the skill of ‘sensory acuity’ by…
-Interpreting the underlying messages you receive from the other party
-Developing highly effective listening techniques
-Improving your observation skills and therefore your ability to read body language effectively
· Defining the other party’s needs by…
-Using highly effective questioning models
-Applying the ‘needs-position-outcome’ model
· Understand the dynamics of power before and during the negotiation
· Techniques that will enable you to build your power base
· Develop a positive flow to the meeting by…
-Using the ‘yes set’ technique
-Applying ‘reframing’
-Using ‘embedded commands’ to move the meeting forward towards your desired outcome
-Overcoming objections and resistance
-Learning the art of refusing without appearing negative
· Understand the importance of ‘Impact Management’…
-Using the ‘3V’s’ to put your message across positively – Visual, Vocal and Verbal assertiveness
-Use effective non-verbal postures to create the right image
-Learn how to use the art of pausing for effect and control
UNDERSTANDING BEHAVIOUR AND PERSONALITIES
· Recognise the four key working style behaviours that can operate during the negotiation
· Identify your prime working style and how to use it to influence the other party
· Use the language and behaviours of the other party to take control in a positive and ethical way
· Understand what ‘ego states’ are unconsciously being used by you and the other party and use them to develop an ‘I’m OK/You’re OK’ atmosphere
THE 7 STAGE NEGOTIATION STRUCTURE
· The ‘P.E.S.P.A.K.E.’ negotiation structure will be discussed and practised in detail during this two day programme
· Preparation and Profile
· Environment and Atmosphere
· Shopping List and Agenda
· Proposing and Trading
· Agreeing, Summarising and Closing
· Keeping your promises
· Evaluating and Reviewing the deal
PROFESSIONAL NEGOTIATION PLOYS
· You will learn to identify ploys that expert negotiators may use to try and gain the upper hand
· You will consider the six most common ploys and determine what impact they can have on the negotiation
· You will develop effective counter strategies to enable you to negate them
BREAKING DEADLOCKS
· Why do deadlocks occur and how can you deal with them?
· Developing pro-active controlling techniques to use when deadlock is operating
· Considering six tried and tested deadlock breaking strategies and when to use them to gain a win/win outcome
Guide price
£760.75 |
