Description
OBJECTIVES
By the end of this course delegates will:
- Examine the key principles underlying the negotiation process
- Practice and develop techniques in negotiating with customers, suppliers and staff
- Have knowledge of crucial negotiation tools and strategies
- Participate in realistic negotiation exercises that will help them understand their strengths and weaknesses as a negotiator
- A better overall understanding of negotiation, and the techniques and interpersonal skills required to be successful
PROGRAMME CONTENTS
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
