Negotiation Skills

Overview

Course duration: 1 day.

Learn how to use your negotiation skills to facilitate decisions and agreements that achieve results for all parties involved.

This highly interactive and ‘hands on’ course provides you with the opportunity to examine your existing skills in a low risk environment. You will learn how to improve your negotiation skills to enable and facilitate decisions that achieve win/win outcomes. You will also take away a CD containing guidance notes and templates to use for the planning and preparation stages, prior to conducting negotiations.

Is it right for me?

If you are new to negotiation and are looking to develop your skills and your self-confidence, particularly on a one-to-one basis, for commercial negotiations with customers, suppliers and colleagues both inside and outside your organisation then this course is for you.

Please note: this course is not for managers who may prefer to go on .

This is not a sales negotiation course. If you are interested in sales negotiation please refer to the course.

What will I learn?

By the end of this course you will be able to:

• Understand the key skills and processes necessary for successful negotiations.
• Identify, develop and deploy the interpersonal skills crucial to negotiating proactively.
• Work to develop a style of negotiation that is sincere and effective.
• Put new skills straight into practice confidently.
• Understand the value of planning and preparation to achieve win/win results.

Pre-course Activity

To gain the maximum benefit, before attending the course you will be sent an activity to complete which asks you to consider current expectations and challenges. This will help you set the context of the course and will be used on the day as part of the course activities.

What will it cover?

Core Skills and the Negotiation Process

• Understanding your current negotiation style
• Working with the negotiation process
• Foundation negotiation skills

The Interpersonal Skills of Negotiation

• Questioning and Listening - picking up information and acting on it
• Using silence as a powerful negotiation tool
• Being aware of your own and others’ body language

The Essential Steps of the Negotiation Process

• Planning and preparation – best alternatives to succeed
• Opening, proposing and negotiating for a win/win result
• Reaching agreement and reviewing

Negotiation for Different Situations

• Clarifying the real problem and managing the issues
• Individual versus team negotiation and multi-part negotiations
• Securingwin/win result

Personal Action Plan

• A checklist to develop successful negotiation skills to achieve win/win results

Trainer Profile

Graham Kerr

This course is packed full of information, so I will be able to provide you with all the essential negotiating skills in just one day.

My delegates frequently ask: "How do I make concessions without weakening my position?", "What are the best tactics to use and when to use them?", "How do I know when to conclude a negotiation?” - so all of the answers will be provided in highly practical sessions.

If your own negotiation sessions lack structure then you have come to the right place as I will work with you to develop a routemap for your types of negotiations. If you're looking for real skills with some real fun then this is the course for you.

The Faculty

Along with George Baxter and Dave Hardwick, Graham Kerr is part of the dedicated faculty team who will deliver this course. The initials next to each date below indicate which trainer is scheduled to deliver which event.

Recent delegates have said:

“This course really stood out thanks to the presentation of the tutor - it was made to be fun as well as informative.”