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Negotiating Skills

This one day course will provide delegates with support and guidance on how to employ practical skills to conduct win-win negotiations. Throughout the programme practical exercises will be used to practice negotiation skills.

Who should attend?

All managers, team leaders and team members who negotiate with suppliers, customers and colleagues both inside and outside the firm.

Objectives

By the end of the programme participants will be able to:

• Understand the key skills and processes necessary for successful negotiations
  
• Recognise the different approaches to the negotiating process
  
• Identify, develop and employ skills and techniques crucial to negotiating proactively
  
• Develop successful negotiating strategies

Content

• What is negotiation?       
  
  • Distributive vs. Integrative
    
  • Hard vs. Soft
    
  • Competitive vs. Collaborative
    
  • Positional bargaining      
    
  • Common assumptions      
    
  • Win - Win negotiation
• Negotiation stages  
  
  • Pre-planning Information gathering
    
  • Setting / re-setting objective criteria
    
  • The negotiation dance
    
  • Planning
• Negotiation techniques
  
• Negotiator skills
• Tactics & Gambits
• Communications
  
  • Personality Types
  • Non-verbal communications
  • Questioning and active listening

Duration

2 days