Negotiating: The Advanced Skills

Chartered Management Institute
London, United Kingdom

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' This is an advanced ¡®hands-on¡¯ course for experienced ¡®front-line¡¯ practitioners. It provides an opportunity for them to take stock of, and develop, their skills particularly if preparing for a major negotiation or where they have to face new or difficult circumstances.

Emphasis is placed on coping with different cultures (organisational and national), dealing with complicated and pressurised situations, recovering from disadvantageous positions and building relationships in unpromising situations.

Course Membership

Managers and professionals who spend a significant part of their time in negotiations
Experienced negotiators who have already mastered the ¡®step-by-step¡¯ approach and who need to acquire higher skills
Previous delegates to ¡®Negotiating & Influencing: Essential Skills¡¯ and who are looking for additional development
Course Objectives
To help participants to:

plan briefs and tactics within an existing overall negotiation culture
apply persuasive communication skills as used by highly skilled negotiators in difficult situations
recognise opponents¡¯ tactics and strategies and deal effectively with them
progress large-scale contracts (or potential conflicts) in increasingly competitive environments, and with crucial outcomes
Course Outline

Personal skills development plan - benchmarking skills against advanced expectations
Research on high profile negotiators
Predicting alternative outcomes
Keeping in control when confronted with emotional and behavioural distractions
Negotiation cultures and their challenges international, national, gender and generational issues
Challenging negotiating situations ¨C against two ¡®opponents¡¯ and in teams
How to handle real and potential conflicts
Ensuring implementation of the agreement
Detailed aspects of deals eg terms and conditions, contractual obligations, financing alternatives
Course Methods

A blend of participative techniques including tutoring and video coaching using a suite of case studies and exercises. Participants take part in at least one major simulation, analyse their own observation data, receive feedback and are coached on potential improvements.

To facilitate continuing development and consolidate learning, participants produce personal action plans to cover the following three-months. They also receive a copy of Peter Fleming¡¯s book: ¡®Negotiating the Better Deal¡¯.

...''

Phone:+44 (0)20 7497 0580

School Address:

Management House
Cottingham Road
Corby
Northamptonshire
NN17 1TT

3rd Floor
2 Savoy Court
Strand
London
WC2R 0EZ

Jobs & Resumes: London
Houses & Roommates: London

Strategic Thinking
Leading and Managing Quality Customer Service
Managing and Presenting Information
Managing Conflict
Managing People and Performance
Managing Poor Performance and Discipline
Managing Remote Teams
Managing Stress
Tendering Process
Middle Manager Development
Pitching for Business
Project Management: Practical Tools and Techniques
Project Management: The People Dimension
Speaking and Presentation Skills
Time Management and Personal Effectiveness
Written Communication Skills
Writing Reports and Proposals
Certificate in Management
Diploma in Management

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