Successful Negotiation Skills

Managers, supervisors and those that need to reach successful conclusions to their negotiations in a workplace situation.

Have the knowledge and tools necessary to be able to conduct any negotiation as a competitive and collaborative negotiation
Understand how to make the most effective use of time available for negotiation preparation
Appreciate the benefits of a wide range of influencing techniques which are effective in negotiations
Be aware of the most commonly used tricks, traps and ploys used in negotiation and, more importantly, how to deal with them
See for yourself the factors which make the difference between effective and average negotiators

THE VALUE OF NEGOTIATING
• Understanding the importance of negotiation
• The negotiation process

ESTABLISHING THE CLIMATE
• Planning and preparation for the negotiation
• Attitude to the negotiation
• Use of third party negotiators

DEVELOPING STRONGER CLIENT RELATIONSHIPS THROUGH WIN-WIN NEGOTIATIONS

RECOGNISING DIFFERENT INFLUENCING STYLES FOR CONFLICT RESOLUTION
• Establishing a common ground
• Approaches to negotiation
• Planning and choosing a strategy

INTERPERSONAL SKILLS AND BODY LANGUAGE
• Use of verbal , vocal and visual skill in negotiation
• Questioning and listening skills

THE NEGOTIATION PROCESS
• Preparing the ground
• Setting the agenda
• Establishing positions/procedure
• Opening bids and offers
• Exploring and clarifying positions
• Dealing with objections and rejections
• Managing conflict
• Making and responding to proposals
• How to avoid deadlock or how to make deadlock work for you
• Bargaining-Tactics/Counter-tactics
• Brinkmanship
• The bargaining zone
• Dealing with intimidating tactics
• Conclusion/agreement-settlement phase
• Implementation

DEVELOPING A LONG TERM RELATIONSHIP AND PREPARING THE CLIMATE FOR FUTURE NEGOTIATIONS

ROLE PLAYS TO PRACTICE TECHNIQUES AND OBTAIN FEEDBACK IN A SAFE ENVIRONMENT

STRUCTURED CASE STUDIES THAT REINFORCE THE LEARNING AND UNDERLINE BEST PRACTICES LEARNING TOOLS

Tips for negotiation preparation
Conducting a negotiation template
Negotiation evaluation techniques
Techniques/ tactics used in negotiation
Tips for communicating during negotiation
Bargaining zone model
Conflict resolution model
Behavioral style evaluation