Negotiating the Better Deal

Negotiating skills are an essential part of every manager's toolkit. They are vital for both business and professional success and can also contribute to success in our personal lives.

This practical and interactive course, Negotiating the Better Deal, is for all managers and professionals who negotiate either with suppliers, clients, customers, contractors or even internal managers and staff. It aims to help them achieve excellent results by developing their confidence, providing the chance to practise techniques and the opportunity to develop their skills and approaches. This can be especially valuable in preparing for a major round of negotiations.

Course Membership

All managers and professionals who negotiate business deals and relationships.Such negotiations may include purchasing, selling, problem solving, resolving disputes and differences of views and interests.

Course Objectives To help participants to:

• use negotiation to bridge gaps in objectives, outcomes & disputes

• adopt a structured, but flexible, approach to negotiating

• understand why people behave in particular ways in negotiation situations

• observe & handle barriers created by typical behaviours & attitudes

• resolve disputes and conflict situations

Course Outline

• Introduction to Negotiating the Better Deal

• Characteristics of effective negotiation in influencing & achieving agreement

• Planning negotiation objectives & influencing the setting of the meeting

• Using PROD-ProSC – the 7-step approach to negotiating

• Managing cultural & interpersonal aspects of relationships – especially in competitive, collaborative & consensual climates

• Use of nine powerful influencing strategies

• Recognising typical tactics & how to defend against them

• Using concessions to gain movement & avoid deadlocks

• Using individual needs as levers to achieve ultimate agreement

• Evaluating alternative strategies & outcomes

• How to negotiate in teams

• Higher level communication behaviours used by top negotiators

Course Methods

ProSeminar's Negotiating the Better Deal provides a blend of participative techniques including group discussion, case studies and practical simulations with video coaching, observation and analysis.

An important outcome is the Personal Action Plan – enabling further development of negotiating skills after the course and for the following three months.