Negotiation Skills Training Course

Overview

The aim of this programme is to explore the techniques and behaviours used by skilled negotiators and the importance of developing a sound negotiation strategy, which takes full account of the context in which the negotiation takes place.

The ability to effectively negotiate is essential in modern business – within your organisation individuals will most certainly be involved in some sort of negotiation at one time or another.  The kind of negotiation may vary though, from getting managers to delegate more to negotiating a long-term supplier agreement.

Aim

“To learn about the techniques and behaviours used by skilled negotiators, and the importance of having a sound negotiation strategy.”

Learning objectives

• Find ways to reach win-win agreements

• Review the key principles of negotiation

• Controlling the negotiation process

• Identify the characteristics of the successful negotiator

• Identify strengths and development areas with your current negotiation skills

Content

Developing a Negotiators Mindset

• The danger of old habits
• Creativity inside negotiation
• Principles of negotiation (MFP-LL)
• Developing good habits (1-4)
• Personal case work  

Controlling the Process

• The negotiation process (5 steps)
• More good habits (5-8)
• The value of preparation
• Case study with feedback and learning
• Personal Casework

Games People Play

• Strategies and tactics
• Breaking deadlocks
• Avoiding the pitfalls (Attitude/Behaviour)
• Case Study with feedback and learning  

Board of Encouragement

• Personal case work
• Practice with learning and feedback
• Board of encouragement
• Summary and Close

Course details