Business Negotiation Skills

Negotiation is a key work and life skill. Negotiation takes place with outside companies and customers, as well as internally within departments or project teams. Getting better results in terms of timelines, price or quality, all contribute to bottom line profitability.

The course looks at the negotiation process itself – how you can get the best results using a collaborative negotiation style.

Gaining confidence in negotiation comes from understanding the process and being aware of how you can influence in a persuasive manner. This course will give you the confidence and skills to negotiate more effectively by understanding and practicing the key skills needed.

Having skilled negotiators as part of any business, protects and enhances bottom line profitability. It also makes for better working relationships with suppliers and partners. Internally, project teams operate more effectively and working relationships are improved as a result of having skilled negotiators in any business.

This course is for anyone involved in the buying or selling function where the ability to negotiate a good deal is important to protect the organisation’s profitability. Additionally, it is for people who negotiate internally within their business; negotiating resources or deadlines. Some knowledge or experience of negotiation would be useful but is not essential.

The main topics to be covered on the course are;

• Assessing the background and what you can trade with.
• Establishing your BATNA, or plan B and what your settlement ranges are.
• Opening a negotiation using framing and the disclosure technique.
• Questioning techniques to understand needs and summarising.
• Using the symmetry proposal to maintain a value position.
• Packaging and repackaging proposals to move a negotiation along.
• Handling attempts to win unwarranted concessions.
• Knowing how to break stalemates should they arise.
• Closing a negotiation effectively when a deal is possible.

Participants will learn by;

• Lecture style lessons on the relevant theory.
• Practical examples of theories in action.
• Putting techniques into practice.
• Peer and facilitator feedback.
• Participating in question and answer sessions with the course director.