Advanced Negotiation Skills

Introduction

Whether it’s allocating resources for a project, funding a new initiative or establishing a supply chain for a new product or service, negotiation is inevitably at the heart of the process. But few people understand the structure, techniques and approaches available to them as they seek to positively influence an outcome. This hands-on course gives you a step-by-step guide to effective negotiation. You must identify the problem, understand it from the other’s perspective, generate alternative solutions and select a solution that benefits both sides. All parties need each other to achieve their goals. Negotiation focuses on solving the problem and closing the gap between what both parties want. We all operate in an increasingly complex commercial and professional environment that requires us to negotiate on a daily basis not only with customers, clients, suppliers and contractor, but also with managers, fellow employees and colleagues within our own organization. ‘Mastering Negotiation Skills’ is a five day course designed to explain the negotiation process in detail and demonstrate how to use it effectively, giving delegates the negotiation skills and strategies they need to succeed in today’s challenging commercial environment.

Objectives

Learning Objectives

• Identify What Is Negotiable in Typical Business Situations
• Apply the Six Stages of Negotiation
• Apply the Principles of Persuasion to a Negotiation
• Have a deep understand of the key analysis of the negotiation process and how to influence others to get more of what you need and want
• Have developed a range of highly effective negotiating skills and strategies that can be used in a range of situation
• Be able to effectively analyze, plan and prepare for every negotiation
• Understand the benefits of controlling and reading body language when influencing others
• Have become a more effective and confident negotiator
• Have enhanced an essential operational, management and leadership skill that will increase your performance on a daily basis
• Identify Ways to Adjust Communication Styles to Achieve Agreement
• Craft a Negotiation Strategy for a Business Negotiation
• At the end of the program you will: 
• Improve your effectiveness in negotiations by understanding key negotiation strategies and how to apply them in practice
• Understand how to make the most of your own natural negotiation style
• Develop the skills to influence people more effectively and to control the negotiation table
• Gain the essential tools and knowledge to plan and manage a range of negotiation scenarios
• Enhance your ability to add value through the negotiation process
• Understand different behaviors and attitudes related to different cultures and how to turn them in your favor

Training Methodology

This is an interactive course. There will be open question and answer sessions, regular group exercises and activities, videos, case studies, and presentations on best practice. Participants will have the opportunity to share with the facilitator and other participants on what works well and not so well for them, as well as work on issues from their own organizations. The online course is conducted online using MS-Teams/ClickMeeting.

Who Should Attend?

Managers and Supervisors.

Course Outline

• Introduction to Negotiation - The Starting Point for Improvement

• Thinking outside the box
• Positivity & Negativity and its affect on negotiation
• Acquiring a positive attitude to the negotiation process
• Proposal format – simple, focused & logical
• Placing yourself above the competition with your proposal
• The psychology the negotiation - Knowing your opponents driving force
• The feel-good factor
• Questioning & listening techniques

• Understanding Behavioural Style to Negotiate Better

• Knowing and understanding your own behavioural style – keys to how you negotiate
• Negotiation Style Assessment
• Approaches to negotiation
• The ‘win: win’ and why it is misunderstood
• The two distinct approaches to negotiation
• Communication style and the negotiation process
• Adapting to different communication styles
• Negotiation and ethics

• Developing a Strategic Approach to Negotiation

• A strategic approach to negotiation - Distributive negotiation strategies
• BATNA, Zone of Possible Agreement
• Openings, anchors, offer and counter offers
• A strategic approach to negotiation - Integrative negotiation strategies
• Sharing information, diagnostic questions & unbundling issues
• Package deals, multiple offers and post-settlement settlements
• Knowing and maintaining your sources of negotiation power
• Sales negotiation behaviour – a practical approach

• Interests, Planning and Understanding Body Language

• Wants and needs – the importance of identifying needs
• Emotional intelligence and its role in negotiation
• The importance of body language and non-verbal behaviour
• What is body language and how do we accurately read it?
• Understanding thoughts from body language
• How to use your own body language to negotiate more effectively 
• Resolving disputes – learning to mediate to create better deals
• Techniques of the mediator - practical mediation skills to help resolve disputes

• Negotiating with Different Nationalities and Cultures

• Face to face negotiation – dealing with different cultures
• British & American
• Japanese & Chinese
• French & German
• Advice for cross cultural negotiators
• International team negotiation exercise
• Putting negotiation techniques into practice – putting a deal together
• Action Plan
• Apply What You Learned at This Course to Plan a Negotiation You Will be Having Back on Your Job