Advanced Negotiation Skills
Course Aims:
This course is designed to help those with some experience of negotiating who want to develop their negotiation skills to take them to a more advanced level.
Course Objectives:
At the end of this course delegates will be able to:
- Set up the right negotiation with the right prospective customers
- Design value creating deals for their customers and their organisation
- Use a range of tools to solve problems when negotiation ‘at the table’
- Use the above to influence the bargaining process in a variety of ways to enhance success for the benefit of the organisation and your customers
- Handle difficult negotiations more confidently.
Duration/Location:
- 1 day/In house or consultant facilitated virtual course / online training session(s)
Course Contents:
- Introductions and road map for the day
- Negotiation challenges
- Set up
- Deal designs
- Tactics
- Understanding all the parties
- Getting the interests right
- Ensuring price doesn’t bulldoze interests
- Positions Vs Interests
- The ZOPA and no deal options
- Organisation relevant negotiation Set Up exercise
- Sources of value
- Creating value
- Using difference
- Design Value Creating Deals exercise
- Framing your ZOPA
- Tools to use in the Negotiation ‘Dance’
- Ask, Listen, Listen
- Foster a Productive Negotiation
- At The Table Tactics exercise
- Transferring learning back to the workplace
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