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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