Objectives

By the end of this training seminar you will:

• Have a deep understanding of the key analysis of the negotiation process and how to influence others to get more of what you need and want
• Have developed a range of highly effective negotiating skills and strategies that can be used in a range of situation
• Be able to effectively analyse, plan and prepare for every negotiation
• Understand the benefits of controlling and reading body language when influencing others
• Have become a more effective and confident negotiator
• Have enhanced an essential operational, management and leadership skill that will increase your performance on a daily basis

Who Should Attend?

• All Professionals
• Managers
• Team Leaders
• Administrators
• Anyone who wishes to enhance their skill set to make their negotiation performance a more effective part of their capabilities

Outline

Introduction to Negotiation - The Starting Point for Improvement

• Thinking outside the box
• Positivity & Negativity and its affect on negotiation
• Acquiring a positive attitude to the negotiation process
• Proposal format – simple, focused & logical
• Placing yourself above the competition with your proposal
• The psychology the negotiation - Knowing your opponents driving force
• The feel-good factor
• Questioning & listening techniques

Understanding Behavioural Style to Negotiate Better

• Knowing and understanding your own behavioural style – keys to how you negotiate
• Negotiation Style Assessment
• Approaches to negotiation
• The ‘win:win’ and why it is misunderstood
• The two distinct approaches to negotiation
• Communication style and the negotiation process
• Adapting to different communication styles
• Negotiation and ethics

Developing a Strategic Approach to Negotiation

• A strategic approach to negotiation - Distributive negotiation strategies
• BATNA, Zone of Possible Agreement
• Openings, anchors, offers and counter offers
• A strategic approach to negotiation - Integrative negotiation strategies
• Sharing information, diagnostic questions & unbundling issues
• Package deals, multiple offers and post-settlement settlements
• Knowing and maintaining your sources of negotiation power
• Sales negotiation behaviour – a practical approach

Interests, Planning and Understanding Body Language

• Wants and needs – the importance of identifying needs
• Emotional intelligence and its role in negotiation
• The importance of body language and non-verbal behaviour
• What is body language and how do we accurately read it?
• Understanding thoughts from body language
• How to use your own body language to negotiate more effectively
• Resolving disputes – learning to mediate to create better deals
• Techniques of the mediator - practical mediation skills to help resolve disputes

Negotiating with Different Nationalities and Cultures

• Face to face negotiation – dealing with different cultures
• British & American
• Japanese & Chinese
• French & German
• Advice for cross cultural negotiators
• International team negotiation exercise
• Putting negotiation techniques into practice – putting a deal together
• Summary session and questions 

Certificates

A Certificate of Completion will be issued to those who attend & successfully complete the programme.

Schedule

  08:30 – 10:15 First Session

 10:15 – 10:30 Coffee Break

10:30 – 12:15 Second Session

 12:15 – 12:30 Coffee Break

12:30 – 14:00 Third Session

 14:00 – 15:00 Lunch

 Fees

 The Fee for the seminar, including instruction materials, documentation, lunch, coffee/tea breaks & snack is: