Negotiation skills

Negotiation Skills Workshop

The training workshop concentrates on how to maximize your effectiveness by defining expectations, establishing ground rules and gives you a new confidence. Following topics are covered in this one day workshop:

1. The Process Of Negotiation
- The value of negotiating
- How negotiating differs from selling
- When selling stops and negotiation begins

2. How To Plan The Strategy
- Targets
- your bottom line and optimum aim
- Tactics and objectives
- Planned concessions
- The limits of both parties’ power
- Establishing the climate
- Pursuing a ‘win-win’ outcome
- Retaining flexibility

3. The Negotiation
- Interpersonal skills and body language
- Presenting your case
- Opening bids and offers
- Dealing with objections and rejections
- Understanding the other side’s needs and motivation

4. Clinching The Deal
- Going for commitment
- How to close
- Developing a long term relationship and preparing the climate for future negotiations

5. Telephone Negotiation
- Voice and personality projection
- Using silence
- Controlling the call
- How to implement the negotiating process using the telephone

6. - Give and take �the skill of negotiation
- The importance of summarizing
- Bargaining
- Dealing with intimidating tactics
- How to avoid deadlock or how to make deadlock work for you

This course is for managers, supervisors, overseas professionals, teachers and trainers. In this course you will:
�Explore advanced interpersonal communication
�Examine strategies to build capability in mentoring and coaching
�Discuss how emerging technologies can be used for staff development.

Learn how to develop a negotiation personality and master the process of effective negotiation.
Negotiation plays an important role in the workplace and it is vital that you understand the process of negotiation in order to maximize your benefits. This course will help you to indentify your own personal style of negotiation and to identify alternative techniques. With knowledge
of negotiation styles you will be able to ensure that the best solution is achieved.
Learning Outcomes
By the end of this course participants will be able to:
�Indentify different negotiation methods and the do’s and don’ts of negotiation
�Understand and identify the phases of the negotiation process
�Develop negotiation strategies
�Develop and use a negotiation checklist
�Know the common mistakes to avoid in negotiation
�Strengthen your influence in a negotiation situation
�Learn which negotiation style best suits the situation
�Communicate and listen more effectively
�Develop a

Designed for senior and functional managers wishing to improve their ability to persuade key stakeholders and negotiate better outcomes, the Persuading for Results - Critical Negotiation Skills program aims to develop the skills and techniques necessary to achieve optimal results in all relationship management forums.

The Persuading for Results - Critical Negotiation Skills program explores different strategies ranging from influencing employees and clients to accept the ’changing environment’ to negotiating with external stakeholders who may hold the key to the success of your business.

The most effective executives manage the critical steps in influencing and persuading key decision-makers and critical external clients. While research highlights the benefits that are possible when businesses collaborate to achieve results, some research also indicates that many organisations still treat some clients as adversaries, rather than partners. Strengthening relationships with clients is important. Relationships will only continue to grow if both parties decide to make it happen.

Using examples and concepts relevant to the new business environment, this challenging and innovative program aims to improve your ability to have a positive impact on business performance.

Content

Using a unique approach, this program provides executives and managers with the skills and ability to negotiate better deals and persuade key stakeholders. It introduces a proven methodology for influencing the decisions of others via precourse work and the analysis of current trends in the businesses and markets of participants.

The program provides a forum where you can experience and reflect on outcomes during discussions, live case studies and group simulations.

International research will be used to demonstrate how executives and managers can effectively influence and negotiate to achieve and sustain results beyond the ability of their competitors.

A key feature of the program is the opportunity for you to discuss issues such as managing ’critical stakeholders’ and ’making decisions on-the-run’.

This program is highly practical in its nature and is immediately applicable to your business needs. It will set the foundation for positive change and a capacity to achieve better results.

Topics

The need for strategy and innovative management to lead into the future
Influence and negotiation
Preferred styles and adaptability
Influence and persuasion applied to internal change
Decision-making on-the-run
Resilience
Building strategic relationships
Influencing relationship development
The application of key tools

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