Negotiating Skills

OBJECTIVES

By the end of the course, delegates will have:

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

PROGRAMME

DAY 1

• 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 2

• 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 3

• 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 4

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

DAY 5

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