Further Details
COURSE OBJECTIVES
Revision of the essential elements involved in negotiation.
Self-analysis - understanding behavioural patterns.
Understanding negotiation structure.
Improve preparation and planning.
Be aware of and use signals.
Deliver assertive proposals.
Creative use of variables within negotiation.
Minimise and optimise concessions.
The needs and motivations that exist in negotiation.
Develop a negotiation mentality.
COURSE DESIGNED FOR
Those who already have a grounding in negotiation tactics and professional negotiators in both the public and private sectors looking to develop their skills and build on their strengths.
COURSE CONTENT
Day 1
Understanding the Implications of the Win/Win Concept ~
Examining the 'inner game' of effective negotiation
Identifying the beliefs that are important in negotiating effectively
Reviewing your own beliefs: do you need to make changes?
Building Rapport ~
Building a sense of trust and understanding
Sensory Acuity ~
Interpreting underlying messages
Effective listening techniques
Explaining listening positions
Getting to grips with alternative questioning strategies
Needs Definition ~
Understanding what the other side really wants
Positions vs. interests
Power negotiation vs. needs based negotiation
Yes Sets ~
Building a history of agreement into the meeting
Overcoming resistance
‘Reframing'
Using metaphor
How to avoid making premature concessions
Sending Positive Messages ~
Putting your point of view across in a positive manner
Understanding the power of body language and voice quality
Being assertive
The broken record technique
Day 2
Planning the Negotiation ~
Working through the planning process
Specifying outcomes
Building a database
Analysing the database and understanding where the power lies
Building a settlement range
Planning the negotiation
Testing the plan
Conducting the Negotiation ~
Obtaining vital information: agreeing outcomes and establishing the agenda
Probing in order to develop understanding
Making proposals and giving and receiving concessions
Applying effective closing techniques
Agreeing action, recording outcomes and monitoring the result
Key Behaviours that Influence the Outcome ~
Analysing strengths and weaknesses by using negotiating skills assessment checklists
Developing your key learning points
Breaking Deadlock ~
Acquiring key techniques for overcoming obstacles to agreement
Understanding the 'chunk up' and 'chunk down' strategy
Applying the "negative consequences" technique using counter examples to diffuse objections and overcome barriers
Common Tactics ~
Tips on responding effectively to popular but counterproductive negotiating tactics
Understanding some of the more common negotiation 'ploys' and how to counter them
Case Studies
Developing a personal action plan
Guide price
£795 1st delegate (£395 for any others from the same organisation) 2 day course. |
