ADVANCED NEGOTIATION SKILLS

Advanced Negotiation Skills

This practical hands-on course will enhance your general effectiveness in negotiation and influencing. It will help develop strategic thinking and negotiation and influencing process management skills in difficult scenarios.

Day One will cover the fundamentals of the Effective Negotiation Services model, for those who have not been exposed to the approach, or as a refresher to those who have previously attended an ENS course. Days Two and Three will apply the tools in more detail.

Content
In-depth needs analysis �the advanced negotiator’s key skill
Style consciousness outside of your comfort zone
Controlling the mood including charged ‘atmospherics�
Formulating positive strategies in complex contexts
Managing the power balance �utilising tough or soft tactics
How the advanced negotiator prepares �content and process
Advanced verbal and nonverbal language skills to create cooperation
Advanced concession making �conditional offer exchanges
Creatively breaking deadlocks before they occur
Strategies for challenges participants expect to face
Mentoring and rehearsal sessions with critique

Learning Outcomes
Appreciate more fully and control more deliberately the underlying negotiation and influencing process
Identify aspirational outcomes and be able to prepare more effectively to achieve them
Formulate negotiation strategies in more complex scenarios and manage the whole negotiating sequence purposefully
Identify personal strengths and weaknesses and establish a future development program

Negotiation provides the key to the management of the interfaces involved in the new and complex relationships that have evolved through the introduction of new ways of doing business. The increasing use of technology and developments such as e-procurement, together with an increasing reliance on external resources, introduce new challenges and dynamics to the marketplace. This 3-day programme has been developed for professionals who already possess negotiation experience and wish to refresh, rebuild and enhance their current skills.

The course provides participants with:
the ability to recognise and employ behaviours and styles that bring success
understanding of their own typical behaviours and that of other people
full confidence in their ability to use the processes and skills involved in negotiation
the ability to turn the theory into profitable skills

the ability to negotiate is a core skill, which impacts on both our personal and professional lives. This module is based around assisting delegates to develop the confidence, self awareness and ability to plan effectively for formal and informal negotiations, keep control in the negotiation, identify others’ negotiating styles, adapt their approach appropriately and develop strategies for a win-win outcome. The course explores both formal and informal negotations in the workplace

Practice makes perfect in negotiations as much as in any other aspect of business. This workshop offers an opportunity to improve your negotiation skills associated with both competitive and collaborative styles. You will focus on developing specific negotiating behaviours through exercises and individual feedback.

Benefits of Attending

Attending this workshop will help you:
objectively evaluate your negotiating effectiveness
review and enhance your preparation skills
plan negotiation behaviours as an element of strategy development
choose language to advance objectives
develop your repertoire of styles
maintain dialogue in the face of distractions and emotions
break through deadlocks with creativity
know when to walk away
Course Content

Planning and preparing for negotiations
Choosing effective negotiating behaviours
Listening for accuracy and understanding
Effective advocacy
Solving problems and reaching agreement
Making good negotiation choices

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