Negotiation Skills
Course Aims:
This course is designed to give delegates an overview of the essential skills required for effective collaborative negotiations. Based around the Harvard approach to negotiations, this interactive workshop will include a series of practical exercises to bring the concepts to life.
Course Objectives:
At the end of this course delegates will be able to:
- Adopt appropriate negotiation styles
- Display the behaviours of effective negotiators
- Apply 4 key principles of collaborative negotiation
- Identify various strategies for reaching agreement
- Prepare effectively for negotiations
- Negotiate effectively in a range of situations.
Duration/Location:
- 1/2 day/In house or consultant facilitated virtual training session
Course Contents:
- Introductions, housekeeping and session plan
- Red- blue negotiation exercise
- Shells’ Negotiation styles
- When appropriate to use each
- Behaviours of successful negotiators, including verbal and non-verbal communication
Based on the Harvard Approach to Negotiation:
- Focus on interests not positions
- Separate people from the problem
- Decide based on objective criteria
- Work together to develop creative solutions
- POETS – Prepare, Open, Exchange, Trade,
- Settle
- Factors to consider
- Negotiable factors
- BATNA (Best Alternative To a Negotiated
- Agreement)
- Negotiation tactics – influencing the outcome
- Closing the deal
- Top tips
- Transferring learning back to the workplace
Courses
We are a leading edge provider of leadership and management development interventions, talent assessment services and formal training courses.