Executive Negotiation: Bargaining For Advantage

SUITABLE FOR:

Senior Managers, Managers and Supervisors from all disciplines, it is particularly suitable for those in marketing, sales, purchasing, banking and finance.

OBJECTIVES:

By the end of the course, delegates will have:-

• Examined the key principles underlying the negotiation process
• Practised and developed those techniques in negotiating with customers, suppliers and staff
• Sharpened the skills involved in managing and/or participating in team negotiations.

SUMMARY:

In today's increasingly competitive environment, managers and supervisors at every level are likely to become ever more involved in a wide range of negotiations. Whether negotiating internally for scarce resources, or externally in a highly competitive market place, buyers and sellers alike must develop the skills that enable them to achieve wise and really effective agreements.

The topics covered include:

Day One

• What is ‘Negotiation'?
• Skills and qualities of an effective negotiator
• Negotiating styles
• Influencing styles
• Principles of negotiation
• Key concepts in negotiation
• Preparing an effective negotiating strategy

Day Two

• Trade concessions
• Identifying the variables and building a power base.
• Signaling - the importance of words, phrases and gestures
• Adopting a win / approach
• Exercise
• Recognizing and employing the relevant tactics at each stage
• Sharpening questioning and listening skills
• Trade concessions
• Planning and Preparation

Day Three

• How to communicate effectively in negotiation
• Verbal and non verbal communication
• Questioning skills in negotiation
• Listening skills
• Negotiation Styles
• Retaining Logic
• Strategy and Tactics
• Power and perceived power
• Exercise

Day Four

• Personal analysis
• Managing conflict and communicating with different styles
• Successful behaviours in negotiations
• Signaling positive behaviour
• Questioning techniques
• Gaining control through questions

Day Five

• Negotiation counter tactics
• Linking concessions
• Conditional responses
• Building rapport
• Using your body language effectively
• Gaining control through non-verbal behaviour