Negotiating for Success
Course Aims:
This course is designed to equip delegates with the essential skills for effective negotiations both internally and externally to their organisation.
Course Objectives:
At the end of this course delegates will be able to:
- Understand the underlying principles and concepts of negotiation.
- Identify various strategies for reaching agreement.
- Negotiate effectively in a range of situations.
- Close the ‘deal’.
Duration/Location:
- 2 days/In house or consultant facilitated virtual course / online training session(s)
Course Contents:
- Defining negotiation
- Negotiation as a process
- Win – Win strategies
- The value of Win – Win
- Identifying Key Skills
- Building rapport – tools & techniques
- Questioning & listening
- Reading and responding to non verbal communication
- Defining objectives and purpose
- Clarifying issues
- Understanding the other party and their position
- Planning compromises and concessions
- Deciding on an acceptable level of agreement
- Benefits of flexibility
- Behavioural styles
- Identifying and responding to different styles
- ‘Agreement’ signals
- Overcoming objections – tools for gaining agreement
- Closing the negotiation
- Transferring learning back to the workplace
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