Negotiation Skills

Prerequisites:

Course Description:

Being able to negotiate effectively with colleagues, customers and suppliers is a pre-requisite in today's competitive environment. This course delivers high quality negotiation techniques that will give the manager the confidence to aim for a win/win outcome.

This course includes the following modules:

The Expert Negotiator

• This module identifies the beliefs held by expert negotiators:
• - allows the manager to compare their beliefs with that of the experts

The Negotiation Structure

• The 7 part Negotiation Structure "p.e.s.p.a.k.e", and how the structure should be used within the negotiation process. Each each of the following stages is covered in detail:
• - preparation and profiling
• - environment and atmosphere
• - shopping list and agenda
• - propose and trade
• - agree, summarise and close
• - keep commitments
• - evaluate and review

Team Negotiations

• When team negotiation is called for we must have an effective plan. This approach:
• - develops team tactics
• - identifies the positions, for example, leader, observer, specialist
• - considers seating arrangements, maintaining eye contact and behavioural signalling

Ploys

• Negotiators must be aware of the ploys used by professional negotiators. This module:
• -addresses what effect ploys can have on the negotiation outcome
• -explains how to recognise the ploys
• -explains how to counter and manage the ploys
• -shows how to maintain personal control

Breaking Deadlocks

• This module looks at recognising when the negotiation is breaking down and explains how to rescue it:
• -six options available to break deadlocks
• -choosing the best option or combinations to resolve deadlocks
• -taking control during deadlock situations